When it comes to sales, goals are like the fuel that keeps the sales engine running. If you had to come up with a phrase that was almost synonymous with the sales team, it would be “sales objectives.” This is because sales objectives are what make the sales industry so high-stakes, fast-paced, and competitive. “Sales objectives” is the closest thing to a catchphrase for the sales team that you could come up with.
But let’s be honest
Sales quotas have a bad name because, in the past, meeting them could make or break the career of a salesperson –
Today’s businesses are much smarter in how they run, how they treat their employees, and how they plan for growth by understanding exactly what is sales targets. The sales process and sales activities that are done to meet goals are given much more weight than the pressure of the goal.
What does it mean to have goals that are “SMART”?
Having sales goals that are both realistic and ambitious could be a good way to keep people going. In the past, sales quotas were set, and salespeople were expecte to reach those goals through their normal selling efforts.
The sales team got help from their managers when they needed it. This help came in the form of mentoring, direct engagement, sales enablement programs, and other similar activities.
As a direct result of this, the sales employees were put under a lot of pressure to meet their goals. If they didn’t, they risk having their performance rate poorly and losing any incentives they had earned.
SMART (Specific, Measurable, Achievable, Realistic, and Timely) objectives give direction to executives by putting together realistic goals and a plan for reaching those goals.
Why using the SMART framework to set sales goals is a good idea
To make this happen, you will need to work together and come up with several ideas. Even though you’ve probably dealt with this problem many times before in your job as a sales manager, it can still make you feel more scared than motivated.
The goal is to not put too much stress on your team, which is probably made up of executives with much less experience and a greater need for support than you.
Setting SMART goals for your team helps them feel motivate and encourage, instead of making them feel like they are being pushed to their limits.
Think about some of the reasons why SMART sales goals are so effective:
1 -They make people feel more responsible for their actions –
SMART goals get their name from the word “specificity,” which also explains why they are so clear and honest. When salespeople have such clear goals, they are more likely to work hard to reach their goals and be successful.
You won’t have to keep track of who is making what kind of progress toward their. Sales goals on an ad hoc basis, since you’ll have a strong platform. From which to check in on your team members often instead. Of having to do it in a way that forces you to do so.
2 -They have something to do with the organization’s goals –
SMART goals aren’t meant to be done on their own. Instead, they can and should be combine with bigger goals to be successful.
If the sales goals for the next quarter are going to be higher than the sales goals. For this quarter, and if one salesperson consistently falls short. Of their quota, it is a good idea to set a follow-up goal.
Giving that salesperson a daily follow-up goal may help them. Make more sales and reach their sales goals for the next quarter.
3 -They’ll give your sales team a boost by –
When a salesperson is given a goal that can be reach in a certain amount of time, it boosts morale.
You want to create an environment where salespeople are motivate. To reach their own goals by the success of the company. And you want to actively encourage them to do so.
On the other hand, team members who are told to aimlessly hunt. For sales numbers are more likely to be unhappy at work. They will be more worried about getting a new job than about making their sales goals.
4 -They help team members grow over time –
Sales quotas are more than just a number because they are made for each person and are very specific. Before you can help a salesperson set a SMART goal.
When your sales staff works toward their goals while also improving their skills and learning new things, everyone wins.
When people can see how they are growing with you, they are more. Likely to stick with the relationship they have with you.
5- It forces the people in your group to do things differently than they usually do –
Take this new information into account. If you give your salespeople a quarterly quota they need to meet, they will continue. To avoid doing things that make them uncomfortable and spend less time in the areas where they are weak.
A salesperson can’t reach their goals if they don’t get in touch. With their prospects and ask them to “make a suggestion.” If you give them a SMART sales goal that takes advantage of one of their. Weaknesses, they will be force to get out of their comfort zone and make some sales.
Never lower an aim. Instead, you should put in twice as much work. But they have taken this out of its original setting, and what. It was suppose to mean was more along the lines of “be ambitious and make it happen.
SMART goals are goals that are clear, measurable, attainable, important, and have a deadline like evaluating monthly performance scorecard. SMART goals encourage proactive behaviour, which in the end helps people meet their sales goals. Now, the focus moves on to the next steps that need to be taken.