“Let’s increase sales!” But after the cheers and high-fives die down, this vague statement doesn’t help anyone. Why? It lacks detail. Get specific. Deliver concrete numbers and explain how you plan to raise revenue with actionable guidance. For example, you might want to increase your monthly revenue by 5% over the next quarter using a consultative sales approach.
Measurable: Numeric benchmarks can be helpful because they record progress while removing subjectivity. Remember those fundraising events that used a poster of a giant, old-fashioned thermometer? For each donation received, the thermometer would be filled with red ink to show that the organization was inching closer to its goal. You can do the same with your team by tracking progress to help them reach goals and motivate at the same time.
Achievable: Ambitious goals are great, but you want to set your team up for success. You need to make sure that your goals are sensible and not totally out of reach. Review your team’s past performance data and be honest about what you can accomplish during a set period of time. Instead of setting a goal to double sales by the end of the afghanistan phone number list month for example, a more achievable goal would be to make 10 more cold calls per week, which you could break down further into two per day.
Relevant: When setting goals for your team, whether individual or team goals, you should keep three things in mind: Do they align with your reps’ existing goals, personal and professional? Do they align with your organization’s goals? How will the results matter? If goals resonate personally with reps, that could drive motivation. As an illustration, if a rep meets their goal of 100% subscription renewals for their existing accounts, they might receive a bonus or promotion, helping them meet a personal goal of earning a higher salary.
Time-bound: When goals have a clear starting time and end date, it makes it easier for your team to plan how they’ll get to the finish line. Setting small weekly or monthly sales goals can help your team get focused, build confidence, and enjoy smaller wins. For example, you might set a goal for yourself to provide at least one week of one-to-one coaching per quarter to your sales reps.