Achieving goals is a vital part of improving any business; however, in sales, where specific targets need to be met and numbers are (hopefully) in a constant state of improvement, setting goals is a bit different than other types of work. In sales, there are specific tips that can help you realize your sales-specific goals. Here are 3 steps that will help you set up your sales goals so you can sail off to sales success.
1. Know thy numbers
It’s impossible to set tangible sales goals without knowing numbers. Identify your past and current sales numbers so you know what targets you can set that are both reasonable and achievable. Today, most companies use order taking and sales management apps on the likes of WRNTY , iPO or Brandwise – which makes it easier to round up data and sum the numbers up. Additionally, think beyond target numbers for sales and understand that when setting goals, simply saying “get more sales” doesn’t lead to increased sales.
The sales business relies on a wide variety of factors leading up to the final sale – for example, look at numbers for your company’s social media engagement to see who you are reaching online and what can be improved, and look within your own company to realize valuable information about what leads to the final results. If a certain team is outselling another, find out why. Do they have better communication methods within the team? Better teamwork or work-life balance? Think outside of the final numbers and use statistics to gain a comprehensive understanding of where you should strive to improve.
2. Know thy reasons and methods
Saying you want to achieve a goal is great, but unless you have a strong reason why and methods in place to get there, you will never reach the finish line. Why is this?
Quite simply, anyone can say they want to do something, but without a plan, bad work habits, productivity lags, and outside affects can get teams off track. At the end of the monthly or yearly target date, bosses are left scratching their heads wondering how everyone who got off to such a great start failed to meet their goals, but the reality is, it’s not just about wanting to achieve – it’s about knowing how to. No matter what your goals are, whether they are to increase monthly sales for a specific team or have better follow-up communications with potential leads, none of these will be achieved without a clear plan of how to get there. Look for productivity apps, presentations, or blog articles that can help give you the tips and tools you need to make a comprehensive plan of what you will change to get to your goal.
Remember, insanity is doing the same thing over and over again expecting different results.
3. Know thy effectiveness
In order to achieve both short and long term goals, you must consistently check in on how you are doing to assess your progress and adjust methods if necessary. Sales is about both quick achievements and patterns formed over time, which is why it’s even more important to set weekly, monthly, and yearly targets, and then check in daily to see how you are doing.
Forgetting that the tiny choices affect the long-term goals is one of the biggest hindrances to achieving goals of any types. However, in sales, tiny day-to-day fluctuations may entirely unrelated to long-term achievements, but they are still important to note so you can see why numbers went up or down.
There you have it, the 3 steps to get you started so you can make and achieve sales goals that will propel you to the top. Remember that a huge part of achieving goals is simply having the motivation to try, and even if you don’t meet your exact goal, you will have been further than you were if you never attempted to strive for more. If you have any questions, feedback, or tips to add, we would love to hear your thoughts!