Tag: sales goals
-
12 Sales Tips You Should Steal for 2020 Success
Whether you’re starting 2020 off with a bang, or are struggling to keep up, the following tips are for you!
WHAT’S INSIDE: As Featured On The Sales Babble Podcast, Download Our 12 Sales Tips To Organize Processes, Improve Sales, And Cultivate Top Producers This Year!
-
4 Steps To Market Domination Video Series
Is your sales process disorganization holding you back and preventing you from reaching your goals? Ready to dominate your market and achieve sales growth?
Our 4 Steps to Market Domination Video Series is designed to guide you through setting your CRM up in the right order, to set the foundation for your success.
Introduction: What’s This Going to Do For You?
Step 1: Gather Requirements & Build Team Buy In
Step 2: Organize Customers & Enable Visibility
Step 3: Marketing & Sales Automation
Step 4: Train The Team
Resources mentioned
The 4 Steps To Market Domination PDF
4 Steps To Market Domination PDF We’ve created a simple Step By Step Guide to Getting Your Team on Board.
Ask yourself these questions… and if the answer to any of them is no, download your free copy of the 4 Steps today!
The Key Questions
- Is your team onboard?
- Do you know what to ask customers?
- Do you have key processes written down, step by step?
- Are you staying in touch with all of your past leads, past customers and current clients?
-
The Secret To Meeting Your 2019 Sales Goals
Good job! You’ve made it through the first leg of January. You’ve been given sales goals and you are doing all that you can to reach them. You may be starting to feel as if you won’t reach them or you are starting to get behind.
You may even find yourself in a slump where prospects are too busy with the beginning of the year to return calls, your pipeline is drying up, and you can see the “salesperson of the year” award and nice vacation dream fading into the distance.
Let’s stop right there. Let’s leave that mentality in 2018.
Whether you’re starting 2019 off with a bang, or are struggling to keep up, the following tips are for you!
Use these tips to get on the phone with more potential customers, and increase your bottom line to reach those (not so lofty) 2019 Sales Goals:
- Make sure your calendars are synced to SalesNexus (How to guides for Google or Outlook). Set alarms for your tasks and meetings to be notified before important events or calls.
- Automate Your Email Marketing to your Prospects and Clients (ask us about a SalesNexus Automation plan) Create an email campaign asking your prospects to schedule a time with you, and make your follow ups effortless. Potential Clients will appreciate the consistency and tenacity of your professional communication.
- Measure your sales activities using your CRM so you can improve your close rate, monitor your pipeline, and evaluate WEEKLY what’s working and what is not. Shoot for the goal of having 3x your sales goal in your pipeline at all times. (Here’s how to set up Sales Dashboards in SalesNexus)
- Continue utilizing your existing network. Have you reached out to your current customers to ask for a referral? Chances are they would love to refer you to friends/family! Consider setting up an automation campaign to do this for you.
- Are you asking for more? When you send over a proposal are you also adding additional services for them to choose from? Are you going for that extra sale to make their business “more sticky”?
For more tips you can utilize today, check out our most recent webinars here.
-
Process for Reaching 2018 Sales Goals
It’s the end of the year and already time to begin planning for 2018. Reaching all of your sales goals will be as difficult as always. With continued changes in technology and consumer behavior, sales teams must adapt and learn to win. They must establish a process and adopt new tools. There are a few steps that teams should take to reach their goals.
1. Set Reasonable Goals as a Team
First, look at the sales numbers for 2017 and how you performed against expectations. Are the contracts you signed long-term? Or are you starting
from scratch at the beginning of the year? What sectors or specific clients will you attempt to win over in the coming year?Make sure to set a reasonable goal that is based on the actual performance of the current year. Of course, increase the number if the market is expanding and assume that the economy will grow slightly.
Get buy in from all members of the team on what actually makes sense for the standard increase. Is a 5% bump reasonable or is a 20% increase within reach?
2. Develop Measurable Behaviors
Develop tasks that can be measured on a daily, weekly or monthly basis that will help you get to your goals. Many sales organizations know that if they make 20 calls or 100 emails, it will convert into one sale. These numbers are discovered slowly over time are important in allocating how time is spent.
A sales organization should have these numbers down by heart and seek to improve on efficiency or increase volume of activity. In any case, these will directly correlate with the year end sales goal.
3. Track Sales Behaviors
After the metrics are set to achieve the sales goals, make sure to track them every day. Create an automated system to track the number of calls, emails, conferences, Adwords or other metrics used to get to the stated sales goal. Everything will then be stored on a CRM dashboard. This is critical because hitting the behavior goals helps you reach your overall sales goals.
Be extremely aggressive about monitoring all of these numbers. If sales people or marketers are lagging in their effort in hitting these metrics, make sure to include it in their performance review. You may even tie hitting the metrics to compensation.
4. Create a Transparent CRM Dashboard
Since the metrics are being tracked so closely, it only makes sense to open them up on a transparent CRM dashboard. Create an intuitive, easy to use, shareable solution that updates continuously on all the metrics that the company has identified. While sales goals are still important, all the other metrics that lead to hitting these goals are also crucial.
Allow the sales people to actually compete against one another on the key metrics. Since they can see what everybody else on the team is doing, this creates a tremendous motivation to try as hard as they can to get their metrics up.
5. Praise and Reward High Achievers
Now that you have established an open CRM dashboard, it is easy to create contests between sales people to achieve the best results. Of course, those with the highest sales can be compensated with higher commissions. However, people that make more phone calls, more outreach and have more active clients may also receive rewards.
At the very minimum, those sales people that are giving additional effort should be praised. There outreach will eventually pay off for the firm and result in greater revenue. While they are waiting for their efforts to result in higher sales, sales people and managers can still monitor the increasing outreach activities on the CRM dashboard.
-
2017 Sales Goals – Is Your Team On-Board?
Do your salespeople have goals for 2017? Whose sales goals are they, theirs or yours?
If your sales team hasn’t taken ownership of the goals you have for them, then you’re in trouble.
If they don’t have the means to tie their daily activities to those goals and measure their progress, then expect things to go off track. The inability to do either of these well is what undermines most sales teams.
The good news is that tackling those two issues is all it takes. With shared ownership of compelling and meaningful goals and the ability to measure progress on a daily basis, anything can be accomplished.
Share Vision and Goals
The fact is that, your team is expecting you to set their goals. Most sales teams keep those goals simple and financially based. However, there are only some people for whom money motivates. Face it, your goals for your company, your career and your team are more about things that can be bought with money than they are the money.
Can you connect the things you want with the things your sales team wants? Take a look at this playbook for helping your team find their mission in life. If you perform this exercise with each team member, you’ll have the ingredients you need.
Read and compare these two strategies you can take in a meeting with your sales team:
- “Bob, you’re ahead of your quota! Great job. Sam, you’re behind quota by $50,000. What can we do to close the gap?”
- “Bob! You’re ahead of your quota! That brings that down-payment on your new house 3 weeks closer! Sam, you’re family trip to Europe is going to have to be low budget.”
Which do you feel will be more motivating or compelling to your team?
There’s a complete chapter on Finding Your Mission in Life, designed to help managers lead their teams toward finding their own mission in life,
in Inside-Out Selling.Goal Setting and Monitoring Progress
Once you’ve identified the longer term goals, the process is simple to break those down into finer and finer detail so that each and every member of the team has specific, measurable targets and objectives on a daily basis. Everyday, the conversations can be both very practical and very motivating. “If I dial the phone 50 times today, I’m one step closer to my mission trip to South America.”
Here’s another exercise from Inside-Out Selling.
Annual Goal
Ask yourself: What would you like to be able to say about yourself, your career, your happiness in one year?
Complete this sentence: “This year has been a huge success for me because I….”
6 Month Goal
What do you need to accomplish within the first 6 months in order to accomplish your annual goal?
- What actions must be undertaken?
- Whose help will I need?
- What are the likely or possible obstacles?
- Will it require personal investment? What percentage of my time, money, and travel should I devote? Less time with family or involved in other important activities?
- How will I measure my progress?
- How can I reward myself for taking these actions?
Complete the above questions for a simple way of outlining quarterly goals, monthly goals and daily goals.
It’s an unfortunate reality that most salespeople and sales managers do a pretty terrible job of measuring their performance against these goals. It seems crazy, but in the real world, it’s tough for most businesses to wrap up the sales figures for the month, calculate commissions and get all the data about actual sales into everyone’s hands.
Measuring what actually got done on a daily basis seems like a huge information management challenge to most businesses.
Of course, that’s what a sales CRM solution is supposed to do for you.
How many calls got made? How many leads were generated? How many leads were qualified? How many proposals went out? These and a few other metrics are really all it takes to connect daily sales activities, that often seem so unimportant and mundane, to big, inspiring goals that are dear to each of us.
- Can you help your team identify these long term goals?
- Can you break your long term goals down into daily goals?
- Can you measure it all?
- Which is the most challenging to you?
Maybe that’s what’s holding your business back.