Every sales team needs to have clear and well-defined sales targets because even those who do not know where they want to go usually do not get anywhere. Targets are essential for achieving good results and, consequently, determining the success of sales.
Setting goals for sales teams is a strategy that helps a lot in targeting actions, maintaining focus and motivation.
Therefore, sales managers need to adopt some criteria to define the goals of their team and to enhance team performance.
Do you want to know what criteria these are? So keep reading our article and find out!
3 STEPS TO ESTABLISH YOUR SALES TARGETS
1. ANALYZE THE MARKET
To be realistic and sensible in setting goals, it is crucial that you know the market in which the company is inserted.
Try to know the growth percentage of the segment, evaluate the current supply and demand conditions, know the competitor and also the behavior of your target audience in relation to products and services.
2. VERIFY THE COMPANY’S SALES INDICATORS
Sales targets should be based on analysis and financial projections.
If the company is not in a comfortable situation, the goals should be directed toward reversing the difficult frameworks.
On the other hand, if the business comes from a sequence of good financial results, the goals should be developed in order to improve billing. It is worth mentioning that when setting goals with great financial aspirations, the point is that you also consider the investments you are willing to make these goals feasible.
3. MESSAGE THE CAPACITY OF SALES AND DELIVERY OF YOUR COMPANY
What’s the use of doing promotions, training your team intensively, setting high goals and increasing sales if the company is not ready to deliver the products?
It is necessary to organize the logistics of the company before starting a sales campaign; that is, the goals must consider the production and delivery capacity.
In addition, it is necessary to develop goals appropriate to the size of your team: if the team is small and you do not intend to reinforce it, how to quintuple the number of sales in a month?
Do not just think about profits. When creating goals, think of people and seek to ensure the well-being of your salespeople.
Escape from inhumane goals, where professionals will have to sacrifice personal life and their own health to beat the stipulated numbers. Remember that a good seller depends on rest, good nights sleep, family moments and incentives.
Speaking of incentives, be sure to encourage salespeople verbally, listen to the team’s opinion when it comes to setting goals, and think of awards for those with high sales performance.
Rewards should accompany goals. Think about it!