Sales goals need to be specific and measurable to guarantee success. I had a seasoned client recently who announced that she was going to close “as many deals as possible” this year. Let’s call this gal, Vanessa (not her real name, of course!). Vanessa has been in sales 20 + years and is now challenged with keeping up with big changes in her industry in order to stay on top. And so that was her game plan as she explained it in our first session together.
Truth is, hope is NOT a sales goal – and certainly not a plan for achievement. Are you, too, confusing vague aspirations with concrete sales goals and a detailed blueprint to achieve them? According to leadership experts The Ken Blanchard Companies sales goals need to be SMART:
· Specific, significant and stretch. Hone in on the required results that will show you are growing your business year over year.
· Measurable, meaningful and motivating. If you can't measure it, it's not a sales goal. Quantify what is expected and why it's important.
· Realistic, relevant, reachable, rewarding and result orientated. Sales goals and their rewards need to be attainable.
· Time based, timely, tangible and trackable. Deal size, length of sales cycle and size of your current pipeline are all indicators of your ability to achieve by calendar deadlines. Pipeline forecasts need to be accurate and reflect real deals -- not any old opportunity that arises.
So don’t make the mistake of confusing your vision with the sales goals, tactics and timeline you need to really get down and dirty and achieve! Take the time to identify your goals and work up a plan for success. Happy Selling!
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