5 Steps to Setting Smart Sales Goals


Congrats! You have made it through 2017. It has likely been an arduous journey, but hopefully a fulfilling and memorable one.

But of course, it does not end here. As 2018 starts, you are still in the race and how should you start the new year? Set new goals!

Unlike easily broken new year resolutions, setting smart sales goals can be rather tricky. You need to include specific numbers and metrics, as you don’t want to be too vague. In this article, we share some tips that can help you set your own sales goals today.



1. Personalise Your Goals

If you work in a sales team, your sales leader would likely align goals for the group as a whole. Given these team goals, you should also set personal sales goals. Evaluate your own ability according to what you achieved in the past year. Work with your manager to determine personal goals that help achieve those of the team.

2. Break Them Down

While the group goal is usually an annual or quarterly target, try to break down your personal goals into shorter timelines. Set different goals for different sections of the year, especially if your product or service is seasonal. For example, a travel company will have greater sales volume during vacation periods over the summer or Christmas.

Breaking your goals into smaller bits help keep you motivated. You can track weekly goals more easily than monthly or annual goals and because they are not as overwhelming, you can have a better picture of your progress.

3. Be Practical and Realistic

You might have a strong gut feeling that 2018 is going to be your year, but slow down and reflect! While it is good to be ambitious, don’t set goals you know you cannot deliver given your resources and abilities. A more realistic goal also means that your morale will not be constantly dampened by setbacks you are likely to experience.


4. Evaluate The Metrics  

Sales is largely about numbers, and business depends on statistics. But the kind of numbers you give importance to differ based on which goals you set. For instance, you can focus on clinching few greater-value deals rather than many low-value ones. After all, sales is a totality of persuasion and negotiation skills, interpersonal relationships, empathy and knowledge, so there are many areas for improvement.

5. Make Room for Personal Growth

Lastly, look at the bigger picture. Your raison d’être as a salesperson may be to close as many deals as possible for the company. But at the end of the day, what is the point of doing any of it if you don’t grow personally?

Set sales-related goals that include self-improvement and growth. For example, you might want to become more efficient in your calling so that you can spend more time with your family. Consider setting aside time to expand your soft skills through workshops and reading. Your enrichment plans should complement your course in achieving your goals.




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The price of inaction is far greater than then cost of a mistake.
— Meg Whitman, the CEO of HP

Goals are there to motivate us to take action, and guide us towards success. Don’t be intimidated by your goals. Work actively towards them, and achieve even more this 2018.