According to a report by Bridge Group, 67% of sales reps meet their quota. As a sales manager, you want to ensure that your team lands in this 67%. Setting the right sales objectives can play a key role in this.
Sales objectives give your sales team a common target to help your company meet overall sales goals. Each objective you set for your team will feature specific, measurable and achievable actions. As you know, teams are made up of different personality types and skill sets. Each salesperson will respond uniquely to a particular objective you set, so it’s important to find one that works well for the group as a whole.
Common objectives you may focus on could include:
- Products sold: For example, you might increase the target number of annual upsells
- Team capabilities: For example, increasing the number of cold calls made in a month
- Existing customers : For example, increasing time spent nurturing existing customers
However, while some of the above examples may seem like obvious choices, they’re not that simple to implement. As sales managers, you must dig deeper into the small, short-term changes you need to meet the overall sales objective you set.
How do you decide which sales objectives work best for your team? What are your key methods for implementing these?