How to set sales goals correctly?
Posted: Tue Dec 03, 2024 5:54 am
Goals play a crucial role in online course sales strategies . Despite this, many managers set them carelessly.
As a result, they end up setting goals that are either unattainable or very low. Both aspects are detrimental to the company's profitability .
This is because when a target is too high, the sales team finds themselves chasing something that is impossible to achieve. As a result, they feel unmotivated, disengaged, and underperform in negotiations, which results in fewer sales.
On the other hand, in a scenario where targets are low, the company fails to explore its true sales potential and misses the opportunity to leverage its sales force to increase its revenue.
These are the reasons why goals are so essential to team performance and sales success.
Its importance, therefore, requires that these goals be built using proven methodologies, which result in challenging but achievable goals.
This is the central theme of the content we have prepared for you.
Continue reading to find out exactly how to set sales goals assertively!
The role of goals in sales strategies
sales targets are part of a sales management tool used to indicate to freight forwarders brokers email lists the sales team the results that the company expects to have from its activities.
At first glance, it may seem like goals exist just to be charged, but they are much more than that.
In addition to directing the sales team 's efforts , goals are directly related to the motivation and engagement of salespeople.
They provide a central objective for the team and each sales professional to strive for individually.
As you saw at the beginning, if the goals are too high, they can demotivate and disengage salespeople. If they are too low, the company fails to reach its revenue potential.
Therefore, goals must include a time frame, a result, and a process to be followed to achieve them so that salespeople are clear about the path that must be taken for the company to achieve its objectives.
The more information salespeople have about the company's expected results, the more aligned their efforts will be to close sales, which is crucial to achieving goals.
Therefore, an example of a clear goal would be the following:
“ attract 150 new students by the end of the year ”
but this is an example of just one type of sales target, as this instrument can be linked to different aspects of sales results.
Goals can be related to the following parameters:
number of new customers;
revenue obtained;
conversions by sales funnel stage ;
activities such as calls, presentation or sending of proposals;
the definition, as you will see in the next topic (so be sure to continue reading) will depend on the objective present in the organization's strategic planning. Let's now understand exactly how to define sales goals!
How to set sales goals?
Now that you understand the importance of this tool, see how to set sales goals in five steps.
1. Define an objective for the company's strategic planning
strategic planning is established to promote the growth of the organization. Therefore, all departments of the company must, as in a cascade effect, define objectives and goals to make this possible.
Therefore, it is very important to consult this planning to find exactly where the focus of sales strategies and, therefore, goals should be.
2. Study your market
the external environment also needs to be analyzed, especially if you are launching a new course.
By analyzing the market, you will understand your audience's purchasing behavior and have greater clarity about which goals are viable or not.
Furthermore, good benchmarking is of great value. You gain a lot of support for creating goals by investigating how companies in the same segment have outlined their strategies.
It is also important to assess the socioeconomic scenario of your target audience and understand how sales results may be affected by it.
At this stage of setting sales targets, it is essential to consider seasonality when establishing the target duration. There may be a significant drop in sales during a given quarter of the year, which should be taken into account.
As a result, they end up setting goals that are either unattainable or very low. Both aspects are detrimental to the company's profitability .
This is because when a target is too high, the sales team finds themselves chasing something that is impossible to achieve. As a result, they feel unmotivated, disengaged, and underperform in negotiations, which results in fewer sales.
On the other hand, in a scenario where targets are low, the company fails to explore its true sales potential and misses the opportunity to leverage its sales force to increase its revenue.
These are the reasons why goals are so essential to team performance and sales success.
Its importance, therefore, requires that these goals be built using proven methodologies, which result in challenging but achievable goals.
This is the central theme of the content we have prepared for you.
Continue reading to find out exactly how to set sales goals assertively!
The role of goals in sales strategies
sales targets are part of a sales management tool used to indicate to freight forwarders brokers email lists the sales team the results that the company expects to have from its activities.
At first glance, it may seem like goals exist just to be charged, but they are much more than that.
In addition to directing the sales team 's efforts , goals are directly related to the motivation and engagement of salespeople.
They provide a central objective for the team and each sales professional to strive for individually.
As you saw at the beginning, if the goals are too high, they can demotivate and disengage salespeople. If they are too low, the company fails to reach its revenue potential.
Therefore, goals must include a time frame, a result, and a process to be followed to achieve them so that salespeople are clear about the path that must be taken for the company to achieve its objectives.
The more information salespeople have about the company's expected results, the more aligned their efforts will be to close sales, which is crucial to achieving goals.
Therefore, an example of a clear goal would be the following:
“ attract 150 new students by the end of the year ”
but this is an example of just one type of sales target, as this instrument can be linked to different aspects of sales results.
Goals can be related to the following parameters:
number of new customers;
revenue obtained;
conversions by sales funnel stage ;
activities such as calls, presentation or sending of proposals;
the definition, as you will see in the next topic (so be sure to continue reading) will depend on the objective present in the organization's strategic planning. Let's now understand exactly how to define sales goals!
How to set sales goals?
Now that you understand the importance of this tool, see how to set sales goals in five steps.
1. Define an objective for the company's strategic planning
strategic planning is established to promote the growth of the organization. Therefore, all departments of the company must, as in a cascade effect, define objectives and goals to make this possible.
Therefore, it is very important to consult this planning to find exactly where the focus of sales strategies and, therefore, goals should be.
2. Study your market
the external environment also needs to be analyzed, especially if you are launching a new course.
By analyzing the market, you will understand your audience's purchasing behavior and have greater clarity about which goals are viable or not.
Furthermore, good benchmarking is of great value. You gain a lot of support for creating goals by investigating how companies in the same segment have outlined their strategies.
It is also important to assess the socioeconomic scenario of your target audience and understand how sales results may be affected by it.
At this stage of setting sales targets, it is essential to consider seasonality when establishing the target duration. There may be a significant drop in sales during a given quarter of the year, which should be taken into account.