The Ultimate Guide to Setting & Hitting Sales Goals

What’s one thing virtuallyevery业务确实 - 无论他们的行业，目标客户或产品或服务如何？

他们本身t goals.

这些目标可能是整个公司或部门特定的。bob全站app无论如何，没有他们，员工很难理解他们的目的以及为什么他们从事他们期望的工作。

目标确保员工受到驱动，任务和制作影响企业底线的工作。它们还确保您的业务不断努力发展，改进，最重要的是：提高收入。

All goals are important to your business’s success, but one department for which goal setting is absolutely critical is Sales.

In this guide, we’ll discuss why goals are important in sales and cover the various types of sales goals. We'll also cover how you can implement sales goals on your team and offer tips and tricks to help you create goals that make sense for你的team.

Achieving Sales Goals

As mentioned, sales goals are critical to the success of your business — by setting sales goals, you'll have a much clearer path to achieve your targets. That's because sales goals ensure each member of your team is motivated and focused on hitting those specific targets.

They also allow sales reps to see the direct impact they’re having on the business, which fosters a sense of drive and momentum among reps.

Here are a couple more ways that setting sales goals will help you achieve your targets:

为您的团队创建基准。

他们为世界卫生大会帮助您创建实现基准t qualifies as success on your team. For instance, if all of your reps are able to achieve their goals well in advance of a deadline you set, you’ll have a benchmark for what should be easily achievable again in the future.

评估个人和团队范围的成功。

销售量goals also allow you to evaluate the success of your sales team as a whole, and the individual reps who make up the team.

By looking at who is and isn’t hitting their goals on a consistent basis, you’ll be able to determine whether or not you need to make any necessary adjustments. This might mean adapting your goals in some way such as making your goals more or less aggressive, setting newtypes of goals (which we'll discuss in the next section)， 或者以不同的方式实施目标。

Speaking of the different types of sales goals, let’s take a look at the various types you might choose to establish on your team.

您可以选择以下哪些销售目标最适合您的特定公司，行业和团队。bob全站app我们包括了每种目标的示例，以使您更好地了解他们的理想选择。

1. Monthly Sales Goals

Monthly sales goals are targets to achieve by the end of each month. These goals can be focused on improving any task or job function such asprospecting，，，，测序， 或者closing deals.

对于特定的工作功能进度检查，每月目标是伟大的，因为每天和每周的签到都太常见了，无法判断代表的成功。每季度和年度签到都太少了（代表做出改进并扭转结果为时已晚）。

Monthly Sales Goal Example

Set a monthly sales goal to boost your revenue. If your business’s goal is to increase sales by $20,000 over the next 12 months, then reps will need to focus on the goal of closing more deals and bringing in about $1,675 more total per month.

2.活动销售目标

活动目标是指eac的各个方面h reps’ day-to-day job functions and duties. You can set activity goals for any period of time you choose such as weekly or monthly to ensure specific activities are being completed on schedule.

These goals are ideal for improving specific types of activities or job functions, such as boosting the number of face-to-face interactions a rep has with prospects every week.

Activity Sales Goal Example

Set a goal for the total number of phone calls reps should have with prospects so they know how many to schedule.

3. Waterfall Sales Goals

Waterfall goals are organized in a top-down format. This means they include details about the goals and expectations for each individual on the team from the top (the highest ranking members of the team) down (to the least experienced members of the team).

They’re also called waterfall goals because they account for ramp-up time and a learning curve for newer members of the team. This helps you boost team morale and ensure your reps are confident in their abilities so they produce high-quality work at all levels.

Waterfall Goal Example

为您的最新代表每周发送的电子邮件数量设定瀑布目标。如果他们目前每周发送60封电子邮件，请让他们每周最多增加110封电子邮件。每周，都会提高您对发送10封电子邮件总数的期望，这意味着，在五周内，代表应达到110封电子邮件的目标。

4. Sequence Sales Goals

Sequence goals prioritize all of your sales team’s goals from most to least important. This allows reps to focus on one goal at a time and hone in on that specific target prior to working on the next.

Even if each of your reps can’t hit every goal that’s been set, they’re able to focus on the goals of the highest value for your company first (or the goals that impact your bottom line the most).

Sequence Goal Example

创建序列目标业务发展代表（BDRS）who just started at your company. If prospecting is your biggest priority, set prospecting goals for the BDRs first so they can work on increasing their outreach efforts by 10% each week, prior to focusing on any other goals you have for them.

5. Win Rate Sales Goals

Win rate is the percentage of deals closed in a given time period. Because win rate is just one percentage by which you can evaluate success, it’s a simple way to compare reps’ against each other and create a sense of friendly competition on the team.

Win Rate Goal Example

为您的销售团队设定一个胜利目标，以关闭他们发起并与潜在客户合作的特定百分比，也许是30％。

6. Incentivized Sales Goals

Incentivized goals result in reps receiving a reward of some kind once they reach a set target. Incentives are typically determined by higher-level sales reps, managers, or executives and may include tangible or intangible rewards. They’re great for激励代表and bringing a competitive edge to the team.

Incentivized Goal Example

设定激励目标，以激励您的代表超过每月配额的10％。如果他们实现这一目标，请为他们提供加薪，休假，奖金或公司范围内的认可。bob全站app

7.单位销售目标

“单位”是正在出售的产品 - 产品可能是切实的（例如棒球帽）或无形的（例如CRM). You can set daily, weekly, monthly, quarterly, or yearly goals for your reps to sell a specific number of units.

Unit goals are great if you want to focus exclusively on increasing the number of individual products your reps sell throughout a given amount of time.

Unit Goal Example

If you work for a car dealership, set a unit goal for each of your reps to sell one car per day.

8.指导销售目标

导师目标are made between a rep and a mentor (or a more experienced team member). If a rep is struggling in some area of their work, these goals allow them to work directly with a mentor to develop a process by which they can improve their skills.

Mentor Goal Example

If a rep is struggling to understand how to incorporate a process like sequencing in their sales calls, partner them with a mentor on the team. Together, they can develop a framework of goals to help the rep improve step-by-step.

9. Stretch Sales Goals

伸展目标are a “stretch” to achieve. Any type of goal we reviewed above can be turned into a stretch goal — just base it off of the non-stretch goal you set first. Stretch goals are ideal if you want to kick motivation up a notch and focus on the future of what your sales team can likely achieve.

Stretch Goal Example

Remember the initialexample of a monthly goal we set above(to increase sales by $20,000 over the next 12 months)? Use this target to determine your stretch goal — meaning your stretch goal might be to increase sales by $30,000 over the course of the next 12 months.

Now that you know about the various types of sales goals, let’s reviewhow to set sales targets。No matter what type of company you work for, you can use these steps to set your sales goals.

1. Choose which type of goals you’ll set.

为团队设定销售目标的过程中的第一步是确定whichgoals you want to focus on. As we reviewed in theprevious section，有九种主要类型的销售目标可供选择。

When deciding which goal(s) you want to focus on, ask yourself the following questions. These will help you tailor sales goals to your specific company, needs, and team.

• What product or service is being sold?
• What are my resources? (e.g. number of reps working and any other tools my reps have access to)
• 谁是我们的目标受众，谁是我们的buyer personas？
• How realistic are these goals (on an individual and team-wide basis)?
• What are the business's overall goals and how can we align our team's goals with them?

2. Make your goals SMART.

Next, make sure the goals you set areSMART— meaning they’re specific, measurable, attainable, relevant, and time-bound. This way, your goals — no matter what they’re focused on — will be concrete and tailored to your business.

For example,let’s look at the activity goal example from above，，，，and think about it in the SMART format.

Goal:增加每日电话代表对潜在客户的数量。

Specific:您想增加销售代表与潜在客户的日常电话数量。为此，请提出帮助代表时间管理的方法，并确保他们拥有必要的工具来增加呼叫的数量，同时受到支持。

Measurable:Increase the daily number of phone calls reps have with prospects by二。

可实现：Last month, reps increased the number daily of phone calls they were having with prospects by一。

相关:By increasing the number of daily phone calls reps have with prospects, you'll improve the chance of closing more deals and boosting revenue

Time-bound:By the end of the month.

明智的目标：By the end of the month, you'll see a boost in the number of deals closed (and, hopefully, revenue), by increasing the number of daily calls reps have with prospects by two.

Use our free SMART goals template to help you set and achieve your SMART goals.

3. Share and implement your sales goals.

Once you’ve defined your goals and have made them SMART, it’s time to share these targets with your team.

Your reps need to understand the goals they’re supposed to be working towards, why they’re trying to reach these targets, and the time frame in which they’re expected to do so — otherwise, why would they feel any motivation to achieve the goals at all?

Here are some ways to share your sales goals with your team:

• 销售量enablementkit
• 推介会
• 知识库
• Web page (with details about the product’s features, etc.)
• 开会（与可以帮助代表实现目标的其他团队，例如产品，营销或支持）

一旦制定了目标，就该实施目标了。同样，请确保您的代表知道他们期望实现这些目标的时间，无论是每天，每周，每月，每季度还是每年。

4. Monitor your goal progression.

While your team works towards the various targets you’ve set, be sure to monitorsales goal progression。

例如，如果您建立了每日目标，则可以选择在工作日结束时与代表进行检查，以确保他们达到期望。

如果您的代表正在努力实现的目标将在更长的时间内（每月，每季度等）实现，请在整个时间范围内监视进程，以确保销售代表在正常的情况下。

Monitoring goal progression also allows you to intervene if needed. For example, if you notice an individual rep or group of reps won’t be able to meet a specific goal, you can intervene and make necessary adjustments (whether that means adjusting the goal or providing a rep with more training or a mentor).

5. Continually evaluate and adapt your goals over time.

Evaluate the success of your specific sales goals。You can do this for the individual reps who worked to reach the targets, as well as the sales team as a whole.

Evaluating the success of the goals means you need to look at how the goals worked for your reps and whether or not they were realistic, helpful, and motivational. From there, you can decide whether or not you need to adjust any goals moving forward.

This is also when you can share your findings, wins, or areas for improvement with your team. Host regular meetings to discuss these details to ensure everyone is on the same page.

Here are some questions you can ask yourself (and your reps) to help you evaluate the success of the sales goals:

• 您是否实现了所有目标？如果没有，为什么？
• Did reps feel as though the goals were too easy or too aggressive?
• Were the goals realistic for the amount of time in which they were expected to be achieved? Why or why not?
• Did the results of the goalspositively impact the business？

You now know the different types of sales goals and how to actually set these goals for your team.

Let’s review a few tips to ensure you’re setting and managing your sales goals in the most effective way possible for your team members.

销售量Goals Tips

Think about the following, universal sales goal tips while developing and implementing your targets to ensure they are realistic, motivational, and beneficial for your team.

1. Incorporate data.

Data speaks volumes. If and when possible,incorporate real data in your sales goalsand use data to inspire new ones. Data provides a strong basis for each goal you set, no matter the type. This will ensure your goals are accurate and achievable.

2. Don’t be afraid of small goals.

不要害怕傅附近设立小目标ture in addition to your major quarterly and yearly goals. Smaller goals might include daily and weekly targets to keep your team on-task and ensure they’re focused on improving their skills for the future. These steps will help reps achieve your larger goals over time and also give them daily or weekly direction.

3. Educate and empower your sales team.

Your sales reps cannot be expected to reach their goals without being educated and empowered to do so. Whether your reps are completely new to sales or have had years of experience,provide them with the information they need to succeed。

This includes making sure they know the products they’re selling inside and out and have access to assistance from the product, marketing, and support teams if needed. Ensure reps have the necessary tools to achieve their goals and manage their relationships with prospects, such as销售量Hub。

4.奖励您的代表击中目标。

When your reps achieve their goals, reward them. This will keep the team competitive, focused, and excited about their roles. The rewards you offer may resemble those of your激励目标(i.e. a raise, paid time off, or company-wide recognition).

设定销售目标以增长

销售量goals keep your reps motivated, focused, and driven. There are a number of types of sales goals you can customize and establish to ensure your team is constantly improving and impacting your business’s bottom line.

销售目标有助于您的业务增强转化和收入。他们还建立了您的代表和前景之间的牢固，专业和持久的关系。因此，确定哪种类型的销售目标非常适合您的公司，并自定义它们，以便您的代表可以开始努力实现这些目标。bob全站app

编者注：该帖子最初于2019年6月发表，并已更新以进行全面性。