Sales Goals to Consider

[Shakhawat]

Generally speaking, many of the goals you set for teams and individuals should track up to revenue, but you also have to consider goals that help you create sustainable growth. That means thinking about your team’s process, efficiency and the types of deals your team pursues.

“You should be thinking about the mix of revenue, including by channel or different segments of revenue like from your ideal customer profiles,” says Beth. “Those targets directly influence your end-goal of revenue.”

For example, setting goals to expand revenue coming vk database from small businesses will ultimately impact the prospects your team seeks to work with more than a catch-all revenue goal would.

Secondary to these revenue goals, consider how you are working to make your teams more efficient or each deal more valuable than the last. If your sales team spends a lot of extra hours and calories to close deals, think about setting goals to decrease customer acquisition cost or increase your sales velocity.

“You should seek to improve these numbers while you’re also increasing your average deal size or the average lifetime value of your clients,” says Beth.

Tips for Setting Sales Goals
With an understanding of the goals you should be aiming for, the next question is the tangible metrics you should set for both your team and your individual reps.

Work backward from revenue

You may have a revenue goal, but you also have to determine the milestones your team and your individual reps need to reach in order to accomplish that goal.

For example, you can leverage historical data to determine how many MQLs, SQLs and opportunities you need to create in order to reach your target for revenue, as well as the individual activities reps need to complete.

“Depending on what it takes for your leads to reach the next stage, what are the activity goals that each sales rep needs to achieve that conversion,” says Beth.

For example, if your sales rep needs to send five outreach emails to book one discovery call and generate an SQL, then their goal of five SQLs should be accompanied by a goal of 25 outreach emails sent.

Obviously, different businesses will have different definitions of what it takes to be an SQL or what it takes to become an opportunity. That said, having visibility into sub-goals to a greater revenue goal is a great way to keep your sales reps on track and motivated.