Set a sales target

There are entire books dedicated to learning how to set goals. This technique is a sales person setting sales targets. Let some things out of the way:

The goal is not once a year. Yes, you have to set goals each year. You can also set quarterly, monthly, weekly and even daily. When your down formula, it is the same procedure.

This established sales targets. There are other ways to set goals for the rest of the functions work, but only a few goals for sales people to sell, and should be treated as such. The purpose of sales measured in volume of sales, earned commissions, acquire new customers, etc. You measure what you get in your final outcome. Measured and set a goal for more than the commission received, you must know how to achieve these goals translate into dollars in your pocket.

This is the part that should combine your sales goals:

Know what you want. I mean, I know exactly what you want. There is a specific purpose / goal of accurate, or just pressing away waiting to beat him.

You must believe from the beginning that you can reach your goals. If you do not fully believe in a fabric has to do, not cans.

Once you are sure that your goal should be to instill achieve goals in writing, and said out loud several times. You should do this every day. Yes, you can see yourself sound silly, but you can hear that laugh your way to the bank.

You need to know the number - should be measured. If you want to make $ 20,000 in commissions in one month, what does it take to get it?

How many potential customers?

How many calls?

How many promises?

Some examples of what number?

Your sales cycle can be 30, 60, 90 days or more. Therefore, if the average cycle time to sell your product is 90 days, it is too late to set a goal for this month. You need to think in advance.

Task-Get your sales figures. If you have historical data, it is great. If not, look for the representatives of the leading sales, with a phone number.

Sales Manager will need to exercise last month. While aiming quarterly or yearly, make sure your sales force to stay on track. Go to the next lesson: Setting sales target: Do the math.

Here's an example, let us consider the amount of time it takes the average customer to buy your product is 90 days. The only thing you need to customize your shopping round the product more or less in length, is the date you need to start planning.

I'd planned to work backwards. First, I chose my number. This number must be in pencil. Once you go through the numbers may have changed. If this number is not realistic based on the data that you have, then you need to adjust your expectations. Then I tried to imagine how successful: perhaps bought a guitar, a new home improvement, no matter what. I tried to look into my mind and really try to get emotionally involved.

Now start entering numbers I need to do in the next 30 days, so 90 days from now I will have $ 20,000 in commissions. Assuming a 10% commission on sales:

525 calls per month, 25 calls per day x 21 days

26 leads to good prospects

15 The opportunity to lead

Closed 10 deals with an average transaction size of $ 20,000, which is

$ 200,000 in sales and

$ 20,000 in commissions.

Sales math homework setting your goal numbers hover.

Sales Manager-Go through the exercise for the entire sales force. Getting better and better for you, if all the representatives who sell both products use the same formula. Go to the next lesson: Target Sales: get'em writing.