Sales is all about numbers. However, you don’t master it by simply following the numbers. Instead, you’ll need to focus on your strengths, building on them consistently.
Clearly, this is important in any career, but especially in sales, because so much consistency is required in the field. You need to consistently deliver each day to rack up a total at the end of the month. It’s not just long-term and short-term goals that matter, but weekly sales objectives as well.
These weekly goals don’t just have to pertain to regular assignments. They have to take into account general trajectory. Breaking down objectives week-by-week will not only make goals realistic, but also easier for your salespeople to achieve. The smaller the objectives are, the easier it is to complete them.
Sales professionals should know that better than anyone. The entire process of getting a consumer to become a loyal customer is broken up into several steps already — the sales funnel. Having the same approach for goals doesn’t hurt. In fact, it actually helps your entire team to achieve even more.
Here are some of the best ways to help your team set and meet weekly objectives, which will lead to long-term success and achievement.
Use waterfall goals
If you’re a manager or a sales rep, this goes for both of you. Waterfall goals are project-based, transformative goals that can take your company, team and individual self to the next level. They can also take your career to the next level. As a manager, you need to get the most out of your team. As a salesperson, you need to get the most out of yourself.
Managers should slowly raise the weekly goals that your salespeople have to accomplish. As a salesperson, you can map out the activity that you need to generate in order to fulfill those goals.
Calculate activity goals
Activity goals look at your progress at the smallest level. In order to set them, you need to look at the smallest level of activity that you or your team generates. The X number of sales you generate a day needs to be improved by Y%. In order to do that, you need to put in Z% more effort.
It’s really about simple math, so do the calculations, and expect your team to meet them.
Receiving bonuses and promotions are solid incentives for reps to meet their quotas. Encourage your reps to focus on the financial or career goals.
Having your salespeople setting just objective goals isn’t going to cut it. Have your salespeople consider what their motivations are and the possibilities for a higher position or salary, and work hard to earn it.
Goals aren’t of any use if you can’t monitor them. You need to track sales progress using a CRM, but this can get complicated when it comes to personal or team goals. The app Kara can help, connecting your CRM metrics and data with your daily goals, calendar, and scheduling. You can keep track of your goals and re-assess them every single week. Kara can help both managers and salespeople become more organized, waste less time, and meet their objectives.
Mentor your team to increase productivity
There are people in your office that need help. If you’re a sales manager or heading any team, you need to help them find a mentor. This doesn’t have to be you (though it can be). But, you need to make sure that they have someone they can reach out to, whether it be you, or somewhere else. Weekly one-on-one meetings and connections can ensure your team feels supported, and helps you check in on their goals and progress.
Set stretch goals
A stretch goal is one that exceeds the primary one. As outlined above, you need to set weekly sales objectives not just to be efficient, but to go beyond and dream bigger.
Keep that in mind when you’re setting high goals. Even if you fall short, you’ll be pursuing something greater each time.
Encourage your team to set goals that aren’t always completely numbers based. They can include goals that are related to personal growth as well. Some great examples are:
- Improve punctuality
- Learn a new skill
- Communicate more effectively
- Be a team player
Just remind your salespeople that these goals should come after obligations are complete. They shouldn’t come at the expense of core or sales goals.
These strategies and goals will help you keep track of your overall objectives. Remember, larger goals are made up of small ones, and that’s where you should encourage and remind your salespeople to start. Weekly objectives are small goals, but each of them contributes to the larger outcome at hand.