If your reps only have one goal — meeting their quota — they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.

Smaller goals let your reps build confidence with incremental wins. They also help track your rep’s progress toward larger goals, giving you more time to work with struggling reps.

立即下载:销售转换率计算器[免费模板]

多米尼加大学的研究发现设定特定目标增加动力beyond simply telling yourself, “I’ll just do my best.” The study ultimately reported professionals who stuck to a goal-oriented plan performed better than those who didn’t. What would improved performance from each of your reps look like for you?

在下面,找出如何在个人和团队级别设定销售目标。这似乎是很多工作,但结果是积极进取的销售人员,他们需要成功的支持。

1.计算您的每月销售目标。

如果您设定个人或团队目标,则应与年销售目标保持一致。通过从公司的年收入目标向后工作来确定您的每月销售目标。bob全站app定义该目标后,计算您的部门,团队和个人代表需要出售多少才能实现该目标。

Be sure to take seasonal or staffing fluctuations into account. If you’re onboarding three new salespeople this fall, it may be hard to meet aggressive goals during Q4, as staff may be tied up in training those employees. However, because you’ve planned for this, you can adjust goals and push harder in Q3.

You should pull it all together in a sales goal chart, like the one below.

销售量goal chart

Pro tip:Create your own sales goal chart using our free sales conversion and close rate template.

2。Set waterfall goals.

Budget for ramp-up time when you’re implementing new goals and onboarding reps. If your reps are currently sending 50 emails a week and you want them to send 100, don’t immediately double their weekly email goal. Instead, raise their goal to 60 emails next week, 70 the following week, and so on.

This approach is better for morale because missing goals can increase fear and squash motivation. The waterfall approach also produces higher quality work and better numbers. Your team won’t experience burnout from the increase in work, and you’ll give them time to ramp up quality.

3.序列目标。

这是说“优先考虑目标”的另一种方式。确定哪些目标在受到打击时带来最高价值,并确保您的代表首先达到这些目标。

If you’re sequencing goals for a junior sales rep, set goals around where they can improve.

If they need to get better at prospecting, make it a goal for them to increase outreach calls by 10% every week.

测序意味着即使您的代表不符合每个目标,他们也会遇到对您公司的底线或专业增长最重要的目标。bob全站app

4.设定活动目标。

如果您的代表本月需要关闭$ 4,000的业务,请将该目标转换为活动目标。

First, use your salesperson’s historical performance throughout the sales funnel to figure out how many emails, calls, and meetings they need.

Let’s say they have to close an average of four deals per month to hit quota. If 50% of their demos convert to deals, that means they must demo eight prospects each month. If 30% of their calls lead to demos, they need to call roughly 27 people.

向后工作使您可以将(可能令人生畏的)收入目标转变为可管理的指标。

5.激励目标实现。

获得奖金,获得可变薪酬甚至保持工作都是销售代表满足其配额的奖励。那么,实现这些较小目标的动力是什么?

Consider what motivates your reps. Promise a cash bonus or a round of golf to reps who meet their weekly goals. Don’t have the budget to offer monetary incentive? No problem. Position company-wide recognition or extra vacation time as a reward for goals met.

6.监视目标进程。

Goals are of no use if they’re not being monitored. Track progress via a dashboard in your CRM or have reps enter their weekly numbers the old-fashioned way — in an Excel spreadsheet. If someone on your team isn’t hitting their weekly numbers, talk to them before it becomes an impediment to meeting their monthly quota. Monitoring these small goals makes them worth the extra implementation time, so don’t skimp here — even if it’s tempting.

7. Set stretch goals.

A stretch goal is a goal exceeding their primary goal, which can be effective. Think about the old saying: “Aim for the moon. If you miss, you’ll be among the stars.” Keep in mind that this isn’t right for everyone. If a rep is struggling to meet their quota every month, a stretch goal will only increase their anxiety. But if you have a high performer, set realistic stretch goals — perhaps 125% of goal — that will challenge and motivate them.

8.Suggest mentor goals.

If a rep is having trouble ramping up or hits a rough patch (it happens to everyone), suggest they find a mentor or two. Provide a framework you'd like them to work through or advise them to create one with their mentor. Having someone to confide in besides their manager can be just what they need to thrive.

9.创建一个集体目标。

Provide an incentive that’s only awarded when everyone meets the goal. For example, all salespeople must hit X number of calls/meetings/emails, X amount of revenue, or X% client retention.

悬挂在团队面前的公bob全站app司付费欢乐时光,看着他们共同努力以互相帮助。

Now that you know how to set goals, let’s take a look at some templates that can help you create them without needing to start from scratch.

销售目标模板

1。销售转换和关闭费率计算器

销售目标模板:转换和关闭速率计算器

Download Your Free Template Now

Want to get to the numbers straight away? Then use our sales conversion and close rate calculator to outline your financial goals in one simple, frills-free place. It’ll help you automatically create annual goals with the months broken down as well.

2。销售量Plan Template

销售量goals template: Sales plan

Download Your Free Template Now

我们的销售计划模板将帮助您创建更传统的定性目标。您不仅可以用数字术语来编写目标,而且可以用您希望销售组织的整个目标来编写目标。如果您不想暂时深入了解销售目标,这将是一个很好的起点。

3。销售指标计算器

销售目标模板:销售指标计算器

Download Your Free Template Now

To set realistic sales goals, you first need to know how you’re doing andtrack these metrics跨时间。我们的销售指标计算器将帮助您为创建更好,更有效的销售目标奠定基础。这也将帮助您更了解过去可能没有考虑过跟踪的销售指标。

4。Objectives and Key Results Template

销售量goals template: Objectives and key results

Download Your Free Template Now

SettingOKR销售目标is another effective method for improving your team’s performance. Like our sales plan template, this OKR template will help you set goals in more general, qualitative ways — so you don’t have to know the exact numbers just yet. You can refine as you go, change goals as necessary, and track your key results.

5。销售仪表板

销售量goals template: Sales dashboard

Download Your Free Template Now

将它们全部拉到销售仪表板中,您可以在一个地方看到所有目标以及朝着这些目标迈进的目标。您可以设置目标并将您的进度跟踪到这些目标。如果您不在科技行业工作,则可以更改字段的名称以更好地适合您的业务。

Once you’re ready to set goals in a more automated environment, consider upgrading to aCRM这将帮助您每个季度设定越来越更好的销售目标。

现在,我们已经讨论了如何设定目标,让我们看一些可以适应团队的示例。

If you’re a sales manager, you can set several types of goals for your team:

  • Monthly sales goals
  • Waterfall goals
  • 序列目标
  • 活动目标
  • Incentivized goals
  • 进步目标
  • 伸展目标
  • 导师目标
  • 集体目标

We’ll provide an example for each type.

销售经理目标

1.每月销售目标示例:“每月的第一天就出售价值100,000美元的产品。”

This monthly sales goal is easy to understand — but don’t let it stagnate your team. If you keep the same number every month, it’ll be easy to plateau and fall out of pace with overarching revenue goals. You can increase this number every month, or keep it the same until your team meets it and exceeds it.

Remember to work backwards from the companies’ annual revenue target. Be sure to bring in any higher-ups who want to have a say on the monthly sales figures they’d like to see from your team.

2.瀑布目标示例:“在第二季度增加3,000美元的收入,4,000美元的第三季度和$ 5,000的第四季度。”

通过在一年中提高他们的贡献,每月的销售代表每月贡献比目前的平均值多5,000美元。瀑布目标对于保持团队士气高和更加灵活是绝佳的。例如,如果您的一位代表略微落后,而另一个代表超出了预期,则可以相应地调整其个人数字。

3。Sequence goal example: “Set up X product demonstrations per week/day.”

For a rep who struggles with product demonstrations, set a goal of giving a team member a demonstration once a day, then twice a week, to sharpen their skills.

If a rep struggles to move discovery conversations to the next phase, make a goal for them to set up three demonstrations per week, then four, then one a day.

4.活动目标示例:“每周分享一篇销售文章。”

您的代表需要在组织中更明显吗?设定一个目标,即让他们每周在您的团队松弛频道或内部通信门户网站上分享一篇文章。或要求他们每季度向您公司的博客贡献一篇文章。bob全站app

5.激励目标示例:“打出大于x%的保留数。”

如果您的代表很容易关闭新业务,但是该业务会在三个月内流行,那就不好了。设定了激励代表以关闭质量线索的目标,这是您业务的匹配。例如,您可能会给每个代表命中配额的现金奖金,其保留号高于特定百分比。

6. Progressive goal example: “Reduce the amount of time it takes to convert a lead to a customer.”

Speeding up the销售过程closes deals quicker — this means the company will realize the revenue faster, and the sales rep will have more time to spend on other deals and prospecting activities. Creating a goal to reduce the amount of time it takes to move a lead to an opportunity or an opportunity to a customer will speed up the sales cycle.

7.伸展目标示例:“高达12倍的客户比上个月多。”

一个伸展的进球会推动您的高表现团队(或至少是您表现最高的代表),通过将看似无法实现的目标提出来做到最好的工作。请记住,只有您的团队已经超出了期望,您才应该建议伸展目标。如果他们仍在朝着您的主要目标迈进,那么明智的做法是使用另一种类型的目标来激励他们并跟踪他们的进步。

8.导师目标的例子:" Attend one professional development event per month.”

如果代表不参加专业发展活动,请设定每月一个目标的目标。这是他们从行业中杰出的声音中获得所需的指导的简便方法。

9.集体目标示例:“预订团队中任何代表的最多会议。”

通过挑战您的代表来查看谁可以预定本周最多的会议或演示,以进行友好的比赛。如果您想真正获得乐趣,则可以在排行榜上发布这些数字,从而突出三名或前十名销售代表。

这些都是很好的你可以设定为你的目标team, but if you’re a sales rep, you can also set goals for yourself. As a sales manager, you might also be able to suggest the following goals to the sales reps working under you.

Personal sales goals1。Increase your closing ratio by X% this quarter.

也许您是一位与许多潜在客户联系的代表,但是您并没有在许多前景中达到终点线。结算率是要监视的最重要的指标之一,您需要逐步增加该数字。如果需要,您应该进行额外的培训,并使自己对自己的百分比负责。

2.每月至少一次与每个新客户触摸基础。

Some sales reps struggle to stay in touch with new customers. If that’s you, make it one of your goals to touch base with each of your new clients at least once a month, then once every two weeks, to keep relationships strong.

3。与企业级前景至少安排三个演示。

Are you a strong sales person for small businesses, but not so much when it comes to enterprise deals? Set a goal for yourself to schedule at least three demos with enterprise-level prospects this quarter.

4。Prospect X每个行业的其他客户。

If your company is trying to expand into new verticals, why not help them reach their goals by prospecting a number of new clients per target industry? You’ll not only impress your manager, but you’ll also help the business break new ground, giving you a sense of accomplishment and fulfillment.

5.每月安排五个额外的发现电话。

If you’re having trouble finding prospects and scheduling discovery calls, it’s time to set that goal for yourself. And if five seems like a big number, you can take the sequencing route and try to schedule one more discovery call than you did the previous month or week. If you scheduled five discovery calls last week, next week you’ll go for six.

6. Shadow one high-performing sales rep every quarter.

您可以运行这个目标你的销售经理whom they think would be the best fit. But shadowing someone who consistently exceeds their sales numbers may just be what you need to help you reach your sales goals and refine your skills.

7. Sell X% more than the team’s sales goals every month.

Want to push yourself just a tiny bit more? Why not set a percentage above the stated sales goals for your team? This doesn’t have to be a big percentage — just 1% is enough to give you an edge over the rest.

Now, let’s break these goals down even further by aligning them with the SMART goal framework.

SMART goals是朝着理想的最终结果迈进的框架。他们可以帮助您保持专注。“聪明”代表:

  • Specific
  • Measurable
  • Attainable
  • Relevant
  • Time-Bound

以上所有目标都是智能销售目标。让我们剖析其中的一些。

1.每月第一天出售价值100,000美元的产品。

该目标是特定的,可以衡量的,因为它提供了一个数字:100,000美元。这也是可以实现的,尤其是对于出售企业级产品的大型企业。这很重要,因为它与收入直接相关,这是销售团队的主要目标之一。而且是有时的:每月必须实现价值100,000美元的销售额。

2.每周分享一篇销售文章。

What about something less quantifiable, like the above goal about articles? This is a stellar SMART goal for increasing the influence of a certain sales rep.

这是特定的,可以衡量的,因为销售代表必须分享一篇文章。这是可以实现的:关于销售流程和技术的文章可以简单地找到。这很重要,因为它可以帮助销售代表完善他们的技能。最后,有时间到一个星期。

3.减少将潜在客户转换为客户所需的时间。

Here’s a more flexible goal that can be taken any number of ways, but that still falls under the SMART framework.

This goal is highly specific and measurable because you know the length of your销售周期销售管道的阶段。从那里,您可以计算新减少的时间轴(例如,从40天到30天)。在短期内也不会发生如此巨大的变化,因此这个目标最多将需要一年的时间,使其有时。

4。Attend one professional development event per month.

这是另一个具有数字,有时间范围并且可以实现的明智目标。这也很重要。专业发展活动可以帮助您的代表(或您)在工作中变得更好,从而影响公司的收入。bob全站app

5。Increase your closing ratio by X% this quarter.

This is a fantastic SMART sales goal that offers a quantifiable measure of success and a deadline. The best part is that you can set the attainability level based on what you know about your team. You can turn this into a stretch goal, or you can keep the percentage in a lower range. Either way, this goal fulfills every requirement of a SMART goal.

6.至少安排三个具有企业级前景的演示。

SMART goals are often quantifiable, and this is one such example. It’s also highly specific because it’s not asking for demos with just any prospects, but rather with enterprise-level prospects. When you’re creating your SMART goals, be sure to go deep into the specifics so that you can attain those goals in exactly the way you envision.

7. Schedule five additional discovery calls every month.

Discovery calls are what makes or breaks a deal, and for sales reps, it can be the most important predictor of success in their role. This SMART goal pushes them to schedule five more discovery calls than they usually do — and it may prompt some sales reps to reach into new verticals, helping your team cover new ground.

保持销售代表对销售目标满意

当您设定新目标或重新审视旧目标时,请检查代表并询问他们的感受。确保目标保持现实,具有挑战性和可实现。那是幸福,成功的代表的秘诀。

Editor's note: This post was originally published in October 2015 and has been updated for comprehensiveness.

Improve your website with effective technical SEO. Start by conducting this  audit.  

新的呼吁行动

最初发布于2021年11月1日下午5:00:00,更新于2021年11月2日

主题:

销售量Goals