How to Accomplish Your Goals
Posted: Sun Jan 05, 2025 8:16 am
With the right sales goals established, your team can now start working toward accomplishing them.
Consider your incentives
Most sales teams work around incentives, so leveraging them to drive results or promote certain behaviors makes a lot of sense.
“You can promote new or preferred behaviors on your team either by amending or adding goals or providing the right incentive,” says Beth.
If you have multiple products you’re trying to sell at different vk database price points, sales reps may only attempt to sell the higher-priced product as it makes them more likely to reach their goals.
In this case, a secondary goal with a separate incentive from the main revenue goal can promote selling across price points or product segments.
Track and identify gaps
In order to better accomplish individual sales goals, your team members need to understand where their biggest gaps are.
This places some level of responsibility on reps to track their activities regularly as well as on managers to hold their teams accountable for doing so.
If you’re working backward from revenue as recommended, you can uncover where reps are struggling. Do they have difficulty converting opportunities into customers? Are their outreach emails ineffective at booking discovery calls?
By identifying these gaps, managers and team leads can allocate time for sales coaching to improve these areas and make it easier for reps to accomplish their goals.
Keep a diverse pipeline
While this can differ from industry-to-industry depending on your sales process, it’s usually a good idea to keep a diverse pipeline. One might say not to put all of your eggs in one basket.
“You don’t want to be the one that spends all of their time on smaller deals that will have a quick sales cycle and avoid long-term opportunities,” says Beth. “In the same way, you don’t want to have two large opportunities and avoid the smaller quick wins.”
Small deals may not accumulate enough while larger deals may not pan out, leaving some reps well short of achieving their goals. Keeping a diverse pipeline enables reps to distribute their risk and keep the momentum going month-to-month.
Consider your incentives
Most sales teams work around incentives, so leveraging them to drive results or promote certain behaviors makes a lot of sense.
“You can promote new or preferred behaviors on your team either by amending or adding goals or providing the right incentive,” says Beth.
If you have multiple products you’re trying to sell at different vk database price points, sales reps may only attempt to sell the higher-priced product as it makes them more likely to reach their goals.
In this case, a secondary goal with a separate incentive from the main revenue goal can promote selling across price points or product segments.
Track and identify gaps
In order to better accomplish individual sales goals, your team members need to understand where their biggest gaps are.
This places some level of responsibility on reps to track their activities regularly as well as on managers to hold their teams accountable for doing so.
If you’re working backward from revenue as recommended, you can uncover where reps are struggling. Do they have difficulty converting opportunities into customers? Are their outreach emails ineffective at booking discovery calls?
By identifying these gaps, managers and team leads can allocate time for sales coaching to improve these areas and make it easier for reps to accomplish their goals.
Keep a diverse pipeline
While this can differ from industry-to-industry depending on your sales process, it’s usually a good idea to keep a diverse pipeline. One might say not to put all of your eggs in one basket.
“You don’t want to be the one that spends all of their time on smaller deals that will have a quick sales cycle and avoid long-term opportunities,” says Beth. “In the same way, you don’t want to have two large opportunities and avoid the smaller quick wins.”
Small deals may not accumulate enough while larger deals may not pan out, leaving some reps well short of achieving their goals. Keeping a diverse pipeline enables reps to distribute their risk and keep the momentum going month-to-month.