Sales Goals

Posted in Sales Tools  |  13 Comments

Bottom line… Sales success is based on dollars brought in.

There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson’s value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here).

So don’t wing it. Don’t allow yourself to say, “What happens happens. I’ll just do the best I can.” Don’t listen to those who suggest goal planning is fluff – whether they’re successful in sales or not. All else being equal, the sales professional who formally sets performance goals is the one to bet on. Leave permission-based failure to your competitors. You know formal goal setting is a good investment of your time, so make sure you get it done if you want to succeed.

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COMMENTS


  1. Cory says:

    Interesting but sales all comes down to leads. How you set goals for yourself depends on your closing percentage. Don’t go the cookie cutter route of the company average. Use your own personalized data. Too often sales people want to be a superstar, but fall short and then feel less confident about their performance. Don’t set yourself up for failure. Use your sales goal in dollars or specific units, average income per client (commission), and most importantly your presentations. So you make a) contacts, b) generate leads from contacts, c) set % of leads, d) sell % of sets. Then you can take $ divided by average personal commission = number of appointments you will need. How many contacts does it take for you to get 1 lead, how many leads to get 1 sale, how much do you make on a sale, how many sales to reach your goal. With this formula in hand you can make your goal as long as you keep it realistic. I’m not saying don’t go for it all. But before you put quarterly and yearly financial goals on yourself you should first ascertain how many appointments you can realistically get in a day, week, month, or year. Also do you have to see a client several times to close the sale? Or is it a one visit format? All these factors play a roll in your goal setting. Positive attitude is great but don’t cross over to idealism. Not everyone can be Zig Ziglar, even though he says we can. I think even he knows it’s not possible for everyone.

    29 March 2012



  2. sam says:

    Our pleasure, Jerry!

    5 December 2011



  3. Jerry Olson says:

    Thank-you , Just Sell For This Motivation.

    5 December 2011



  4. furquan says:

    any more point about sales

    18 October 2010



  5. Sam Parker says:

    Hi, Robert. I don’t understand the first question.

    My feeling on the second is that sharing your goals with others can be helpful in holding yourself accountable. As a competitive tool, it likely depends on the personality as to whether or not it will be helpful.

    19 January 2010



  6. Robert Lönn says:

    Great point on goal setting.

    2 questions for you.
    1)Do you think it is possible to reach higher goals by having goals set on a group of 5 rather than personal goals?

    2)I you have personal goals. Do you display the results to coworkers during the “race” to make it a competition?

    16 January 2010



  7. Mics says:

    I was turned on to this site by my Team Leader about 2 yrs ago when I was his Supervisor and it has influenced my life day in day out. I was just given an opportunity to manage an outbound team of sales agents once again and this current list of activities has given me a great idea to share with my agents. Im looking forward to meeting with them this afternoon to challenge them on meeting their goals every quarter. Cant wait to see our results. Im confident they will be impactful towards our mission. Just Sell
    Misc…

    7 January 2010



  8. Sample Hardship Letter says:

    Thank you so much, there aren’t enough posts on this… or at least i cant find them. I am turning into such a blog nut, I just cant get enough and this is such an important topic… i’ll be sure to write something about your site

    2 January 2010



  9. Anthony says:

    This website never ceases to fail me.

    All sales managers should pint their sales people to this website for insight.

    1 January 2010



  10. YasmeenTajunnisa says:

    Thank You For the Effective article

    3 December 2009



  11. Sam Parker says:

    Our pleasure, Bill. Luksa! (http://www.justsell.com/luksa)

    2 December 2009



  12. Bill Dawson says:

    We’re about to finish the 1st half of FY10, with the first 6 months spent in a reactive state, trying to retain clients while getting familiar with new ones that were shuffled around during a FY09 year-end re-org, and learning about new products we are releasing. Needless to say the 1st half has been overwhelmingly busy – but for all the wrong reasons. Revenu generating activitis seem to have taken a back-seat in this environment, and as a result, so have our (me too) business plans for achieving those revenue targets – that are still there, regardless of the economic climate.

    So, Thank “You” (JustSell) for reminding us how important setting those goals are, and laying out a plan to achieve them. Our team meeting yesterday focused on the 2nd half now, and just like football, we’ve seen all the moves the clients and prospects have, and now we have to go in and make our adjustments so victory will be attainable when the clock winds down on Q4. The outline provided is such a great tool to keep the most important goal at the front of our minds: making money.

    Remember, “a goal without a plan, is just a wish.” – Antoine de Saint-Exupery

    2 December 2009



  13. Tej Woodit says:

    Being in the car industry we recently had a sales boost training to face the ecomomic crisis.Goal setting was explained pretty much in the manner and guys believe me once you start those calculations or better work out your closing ratio, you won’t sleep at night. Salesreps are like entrepreneurs, we are here to make money and achieving targets won’t help you achieve your dreams.You can work out a dream budget and a survival budget by using the same techniques explained, don’t be surprised if you’re just surviving , well I was but i’ve ignited the change.

    16 September 2009


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