Developing
sound goals is critical for managing your performance. Did you know
that 90% of people set goals on January 1st, yet less than 10% achieve those
goals?
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The
S.M.A.R.T. Approach
A
typical approach in sales goal setting is the S.M.A.R.T. approach. A goal
must be specific, meaning it's not so vague that it prevents you from
focusing on that goal. It also must be measurable in order to easily
determine if the goal has been achieved. A goal must be achievable, as in not
so unattainable that it is impossible to reach. It must be relevant, meaning
you should be able to relate your line of work directly to the goal. Finally,
a goal must be time-constrained, where you are given a target date for
accomplishment in order to stay on track.
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Phone
Calls
If
your success depends on getting in front of people as much as possible, a
typical sales goal might be for you to make 100 phone calls every week.
Although ultimate success depends on the ratio by which calls are converted
to appointments and ultimately to sales, much of your long-term sales success
can depend on how many potential clients you can get in front of or speak to
on a regular basis.
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Appointments
In
sales, potential success generally relates to getting a chance to talk to
people face to face. You could make a goal of meeting 30 clients per week,
for example, which amounts to an average of six per day in a five-day work
week, or five per day during a six-day work week.
Training
Your
business may be in a field where training is a requirement of maintaining a
license or a condition of employment. Therefore, you could set a goal of
setting aside so many hours per week for study, going to classes or attending
sales training. Start with two hours per week and if that goal is achieved,
increase it by one hour each time until you feel you have reached the level
required by yourself or a professional association.
Sales
Numbers
Your
ultimate success depends on your ability to close. Therefore, an important
sales performance measure could be to make one sale every day. This goal
should not focus on the amount of the sale; rather, it should simply stress
making one sale.
Retention
Do
not overlook the importance of keeping a client once a sale is made. Clients
are good sources of referrals and may lead to repeat business. An example of
such a goal could be to maintain a 95 percent retention ratio, meaning a
client is only lost once in 20 times during the one or two years following a
sale.
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Overall,
achieving your sales goals is not a difficult process. It takes the right
attitude, the right technique, and the proper approach. Set achievable goals.
Break them down so that you can achieve them more easily. Take the proper
attitude when it comes to sales. Seeing the market as a place of
possibilities instead of a barren wasteland will allow you to have the right
outlook.
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