sales goals
Bottom line... sales success is based on dollars ultimately generated
There are certainly several additional organizational contributions that the 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, commit now, to winging it no longer. 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.
If you've not had the opportunity to formally set your goals for the coming month, quarter or year, consider using
the goal setting worksheet below to help guide you on the points you should give thought to. Because sales
environments, processes and organizations can differ significantly, you may need to rework some of the points. No
problem. Use what you like and toss what you don't but make sure you do it (in writing) or you'll always be subject
to your environment (a boat hoping the current will bring it safely into the harbor).
You do not have our permission to fail. Yes, you're human, but in our book that means you sell... go to work and...
just sell®
(continued below)
results
- income target
- less base salary
- equals commission/ bonus target
- commission/ bonus target
- divided by the average commission/ bonus earned per sale
- annual unit sales target to reach income target
- annual unit sales target
- divided by 12 months
- equals monthly unit sales target
- annual unit sales target
- divided by 50 weeks (assuming two week vacation -- adjust accordingly)
- equals weekly unit sales target
activity
- average outbound calls per [day, week, month] (method typically used-phone, in person, etc.) to engage
in an initial sales interview
- average number of initial sales interviews or demonstrations per [day, week, month] to find a highly
qualified prospect where a contract or proposal will be developed and delivered
- average number of contracts or proposals delivered per [day, week, month, quarter] to close a deal
activity/ results formula
(given the activity averages and the results targets above)
- outbound call target per [day, week, month]
- outbound initial sales interview target per [day, week, month]
- outbound contracts or proposals delivered per [day, week, month]
development
- targeted future position or professional status
- targeted time frame
- targeted number of professional development classes or seminars to attend during [month, quarter, year]
- targeted number of professional development books/ audio/ video to complete during [month, quarter,
year]
- targeted number of professional events to attend during [month, quarter, year]
- targeted number of comfort zone challenges for the [month, quarter, year]
- list specific titles or names for targets above that are currently known
additional organizational contributions
- targeted number of product or service ideas to be submitted during [month, quarter, year]
- targeted number of improvement suggestions to be submitted during [month, quarter, year]
- targeted number of company activities to participate in, outside the sales role during [month, quarter, year] (e.g., training others, strategy sessions, writing an internal newsletter, etc.)
- list specific ideas, suggestions and activities for targets that are currently known
professional mission statement
- professional mission statement for [month, quarter, year]
something to add?