Setting goals is essential to getting ahead. These objectives serve as stepping stones to help you achieve success in every aspect of your life - including your sales career. While most people believe in the power of setting goals, not everyone actually does it. Those who take the initiative to do so accomplish much more than those who choose not to.
Setting Sales Goals to Get Ahead
If you want to advance to a sales management position, it’s important to start setting goals early to help you get there. Choose goals you can achieve and that position you for success. Get on the right track by:
- Focusing on a Few at a Time: Focus on five to seven items and stick to them. Anything more is overwhelming, making it impossible to concentrate.
- Choosing S.M.A.R.T. Goals: All of your goals should be specific, measurable, actionable, realistic, and time-bound - otherwise known as S.M.A.R.T. This lets you monitor your progress and stay motivated to see them through.
- Reviewing Goals Often: Writing your goals down is the first step, then taking the time to review them regularly helps keep you inspired.
The Value of Planning Sales Goals
It’s important to commit to setting and meeting goals so you can tell exactly where you’re headed. This allows you to focus on the ultimate prize waiting when you achieve these objectives.
Establishing a routine of setting sales goals and sticking with it are keys to achieving the results you want. Use the following six steps to stay on the right path:
- Make it a priority to look over your sales goals first thing every morning.
- At the end of each week, note your progress and use it to create new goals and action items for the coming week.
- Review your goals with a trusted partner weekly to create accountability.
- Gather a group of sales professionals monthly to discuss your progress, get ideas of steps to take next month and answer questions you’ve come up with along the way.
- Assess the progress you’ve made toward your annual goal once per quarter and set three priorities for the next quarter.
- Once a year set goals for the coming year to ensure you’re on track to meet your ultimate sales management goals.
Goal Setting Questions to Improve Your Sales
It’s easy to focus solely on the numbers in a career like sales that places such a heavy emphasis on the bottom line. But paying attention to productivity, revenue generation and personal and professional development also help improve bottom-line numbers in the long-run.
It’s important to ask yourself goal setting questions such as these to improve your sales:
- Did you generate a solid amount of new leads this week?
- How many new prospects were large accounts?
- What percentage of revenue in the pipeline this week is from new sales?
- How much total revenue did you generate this week?
- What bad habits did you break this week to improve your personal productivity?
- What new methods did you learn that improve your attitude when a sale doesn’t work out?
- What professional development classes have you taken this month?
- What plans do you have to take part in more training seminars next month?
Setting sales goals may seem like a lot of work at first but it’s time well spent. Just remember, achieving the goals you set today will get you one step closer to your ultimate objective of landing a job in sales management.
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