How to Set Clear Goals for Your Sales & Support Team to Improve Collaboration at Work
Success begins with setting goals. Effective goal setting is a great way to develop and to achieve big things in B2B sales, because without strong sales the company does not grow. In sales, it’s important to identify team goals, as well as individual targets.
However, setting sales goals for your team is not easy. For a sales rep who struggles with product demonstrations, set a goal of giving a team member a demonstration once a day, then twice a week, once a month, etc. This will help sharpen their skills. Try breaking annual goals into shorter periods. Assign daily, weekly, monthly, and quarterly targets to each member of the team.
We all know that a sales goal is a set number that is part of the sales pipeline, but it can be presented to your sales team in such a way that it is achievable.
Your personal goals, or your team’s goals they should align with the company’s overall annual sales target. You can figure out your monthly sales goal by working backward from your company’s revenue target for the year. Once that target is defined, it is easier to set up a plan on how you can meet those numbers. Here’s an example. If your company’s annual revenue target is, say, $1,500,000. You can divide that by the number of weeks in a year to get your weekly goal. Once you have the number, simply divide it by the number of reps in your team. In this case, $1,500,000 divided by 52 is $28,846. That’s your team’s weekly sales goal. If you have 5 reps in your team, then divide it by 5 to get each of their weekly goals. In this case, $28,846 divided by 5 is $5,769.
Breaking down the target to the smallest possible amount makes it look more achievable. When goals look achievable, they can also help improve forecasting.
Once the sales target is clearly defined, it’s time to lay down HOW the sales can be met.
First, reference your sales rep’s past performance to figure out how many emails, calls, and meetings they need to accomplish.
Clearly outlining everything from the revenue target to the steps that need to be done in order to make the sale not only makes the whole process more organized, but more importantly, it helps lessen the burden on the sales reps – and we all know how stressful sales can be.
Setting goals can help make you and your team more accountable, motivated, and it can help make your success easier to measure. Yes, goals are of no use if they’re not being monitored. Make sure to routinely track your sales progress via a dashboard in your CRM. Set goals for reps to close only quality leads that are a match for your business. Encourage your sales reps to work together and to help the entire team succeed.
Lastly, conduct periodic performance assessments and give honest feedback to each member of your team. Not only will this help keep them on track, but it will also help them grow professionally.
Remember, the failure to reach goals and sales targets is usually because they are not “SMART”.
Specific - Goal must be as specific as possible.
Measurable - You must be able to measure your progress.
Achievable - The objective should be realistic, otherwise you’re setting yourself up to fail.
Relevant - Your goal should add value once achieved and should align with your company’s bigger goal.
Time-Oriented - Your goal must have a set deadline.