6 Steps to Setting Strategic Sales Goals

Alice Heiman

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. Here are the 6 steps to set and reach your goal. . Will be new sales to existing clients? .

How Top Managers Coach Salespeople to Exceed Their Sales Goals

Keith Rosen

Sales quotas are set, but is there alignment, buy-in, and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, fearless attitude and structure to thrive? This isn’t just about setting the right goals. Step 3: Create Alignment Around Each Goal.

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories.

Research Reveals Best Practices for Sales Territory Design

Xactly

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design.

Get Sales Territories Spring Training Ready with This Online Assessment

Xactly

The ultimate goal of this long-lived tradition is to get players into shape, add new blood, and solidify a team composition that will lead to a successful season. So how does Spring Training tie back to sales territories? Are your sales territories playing at rookie or MVP level?

Sales Tips: How to Increase Your Chances of Achieving Your Sales Goals

Customer Centric Selling

Sales Tips: How to Increase Your Chances of Achieving Your Sales Goals. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Ask your salespeople to develop a 2016 Territory Sales Plan.

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

Selling Strategies: 8 Steps to Reach Your Sales Goals By Kendra Lee

Sales Training Advice

The end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot more tricky, and stressful, then people tend to think, I’d like to offer a step-by-step guide to help you set and reach your yearly target. Revenue makes sales objectives a lot more concrete for sellers.

How Managers Position Their Sales Team For A Successful New Year and Enroll Them In Their 2011 Sales Goals

Keith Rosen

Do you know where your goals are? At this point, a good number of managers have already set their yearly sales goals for themselves and for their sales team. Sure, you may have set the sales goals with your sales team, and you may have even discussed strategy with them; that is, how they are going achieve their goals. For example, when discussing your sales goals with your salespeople, did you address the following topics?

Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeople

Keith Rosen

Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Sure, you may have set the sales goals with your sales team, and you may have even discussed strategy with them; that is, how they are going achieve their goals. For example, when discussing your sales goals with your salespeople, did you address the following topics?

Sales, The Unproductive Workforce and Motivation - Part 2

Increase Sales

If you are a SMB owners or executive, have you ever had one of these three thoughts when your sales were down or not where you wanted them to be? Possibly you implemented one of these solutions without noticeable or sustainable improvement in your revenue: Assigning sales goals or quotas?

A map that might save your sales job

Sales 2.0

Congrats you have a brand-new “greenfield” sales territory! He figured out that we have about 150 relationships we can maintain (keep in mind this was not for sales people using CRMs etc. Unlimited opportunity, untouched accounts, no other reps vying for your business.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Does the territory size align with sales rep capacity?

What is a Strategic Sales Plan?

Xactly

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. A successful sales organization needs productivity gains in order to achieve goals.

How to Setup a Commission Plan in Six Steps

Xactly

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. Optimize Your Sales Plan.

How Realistic is your 2014 Sales Quota?

Sales Benchmark Index

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations.

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How to Avoid The Impossible Quota

Sales Benchmark Index

And Sales Leaders are handed their 2013 goals by the CEO. At SBI, our findings indicate that over 65% of Sales Goals are driven by Executive and Corparate expectations. Relying solely on these top down goals can lead to disastrous outcomes.

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Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 percent of sales leaders agree or strongly agree that they have the talent they need to succeed in the future. months in which a territory is being underserved.

Is Your Sales Talent Getting in the Way of Your Sales Transformation Initiatives?

Miller Heiman Group

Advancements in sales technology, such as access to behavioral data and AI-augmented selling, as well as dramatic changes in buyer behaviors have sales leaders everywhere talking about transforming their sales force. However, according to CSO Insights’ newly released 2018 Sales Talent Study , only 16.4 percent of sales leaders agree or strongly agree that they have the talent they need to succeed in the future. months in which a territory is being underserved.

Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. Sales Process Sales Skills Tibor Shanto

How to Capitalize on Sales Data as an Asset

Xactly

In the Sales Performance Management (SPM) industry, the use of data has caught on, and organizations are looking to use data to effectively plan, improve their compensation process, and optimize their sales performance. AI/ML Sales Performance Sales Strategy

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How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. Who writes sales plans? What is a sales plan template?

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. The time to begin developing your 2017 Territory Sales Plan is NOW. Step 3: Set Goals.

Transforming Enterprise Sales Organizations With AI/ML

Xactly

Sales compensation is vital to sales success and company growth. Previously, sales performance management (SPM) has typically been categorized as solely focused on incentive compensation management (ICM) and sales compensation planning. Sales Sales Comp Sales management

Selling … Still a Numbers Game?

Adaptive Business Services

I began my B2B selling career back in 1977 when I went to work for a national company and I was assigned a geographic territory in Los Angeles where I was expected to make 30 in-person cold-calls each day. My goal was to place at least 5 of these calculators, each week, in offices on a trial basis. If I placed 5 calculators on trial during the week, I could expect to make at least one sale and each sale could be multiple units. Each sale averaged $2,000.

Guest blog: 10 Success Factors for Quotas Part 2

OpenSymmetry

Most organizations set quotas by looking backwards (The old, “Take last year’s goal and add 10% method).But But this historic approach can punish your top performers – you’re simply adding a bigger expectation on top of a rep that had a great sales year.

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Sales Coaching Tools to Help Your Sales Team Reach Goals

VuVan

As a sales manager, one of the top priorities is to help your team set and achieve goals they set for themselves. These goals are not only sales goals but also include goals of action items individuals on your team wants to accomplish to help them build the territory and the business. Taking Goals for Granted When you set goals or take on a new hobby, Related posts brought to you by Yet Another Related Posts Plugin.

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How to Develop a Sales Compensation Plan (with Templates)

Xactly

Creating sales compensation plans is a challenging task—it’s all about balance, but sometimes the perfect balance can be hard to strike. You need your incentives to drive the right sales behaviors in order to achieve sales objectives. Creating a Sales Incentive Compensation Plan.

Sales Strategy Plan

The Digital Sales Institute

A sales strategy plan is your strategic approach to winning new customers plus developing and retaining existing customers. It also outlines in detail your sales goals and objectives for the period it covers including all the major marketing or sales tactics to be used.

How to Use Capacity Planning to Increase Sales

Xactly

It goes without saying that sales leaders are always looking for more. More sales, more quota attainment, and more ways to get ahead of the competition. An excellent, but overlooked approach to achieving “more” is sales capacity planning. The Emergence of Sales Capacity Planning.

How to Scare Your Top Sales Reps

Sales Benchmark Index

Sales Reps hear through the grapevine about a sales or marketing improvement project. It has samples of communications to use in various situations related to Sales improvement. Sales or Marketing leadership thinks there’s a problem and decides to fix it. Our territories?

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Your Sales Year is Coming to an End. Are you ready?

InsightSquared

December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist.

10 tips for B2B salespeople to win the sales call execution challenge

Sales Training Connection

10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. 2014 Sales Momentum® LLC.

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

Increase Sales

After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. The obvious was consistent goal achievement.

Sales force turnover – a problem that demands addressing

Sales Training Connection

Sales Reps and Turnover. There are many negative consequences to high turnover; in sales the consequences can be very costly. What happens when a sales territory is left uncovered for several months? Bottom line – sales rep turnover matters.

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The Future of Finance: 10 Things CFOs Need to Consider About Technology

Xactly

Technology is becoming more and more important in corporate businesses as both an enabler for competitive advantage and a means to successfully reach sales goals and drive growth. In a sales-driven organization, data is extremely important.

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The Pipeline ? Take Time Out To Get Ahead ? Sales eXchange ? 133

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Take Time Out To Get Ahead – Sales eXchange – 133. This same time of scenario plays out in sales daily. Sales reps are given their targets or goals, and off they go heading straight for the end of their month, quarter or year.

What is the Best Commission Strategy to Motivate Sales Reps?

Xactly

That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Comp Planning Sales Comp

Sales Managers, More Important than the Head of Sales?

A Sales Guy

They spend more time with your sales people than anyone else in the company. They resolve territory disputes. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the key to a humming sales organization.

Sales managers – it’s time to assess your performance and adapt!

Sales Training Connection

Sales managers. A few years ago we published a blog on the importance of sales managers assessing their prior year’s performance and incorporating the results of that self-assessment into their plans for the new year. If you believe front-line sales managers are still the key to a team’s sales success, as we do, then the points raised in that post are as important today as when they were first posted and are worthy of another look. 2015 Sales Momentum, LLC.