Choosing a career in sales means signing up for a great deal of excitement....and uncertainty. In a profession where your paycheck is often tied to your sales goals, you are signing up for a lifetime course in sales tactics with the sky as the limit.
Of course this means you are very brave and also very good with people. But even if your people skills hit it out of the park, there is always still room to learn more about meeting and exceeding your sales quota. These 8 tips will help you crush your sales goals for 2017.
Tip 1:First, set your prospecting goals.
'Prospecting' is a sales term that refers to seeking out pre-qualified or highly likely prospects. These are individuals or organizations that meet certain criteria to be more likely to purchase from you.
You need prospects to meet sales quotas, so it just makes sense to build your quota goals around widening your network of likely prospects. Also, research shows there is a direct link between the two.
Tip 2: Set goals for generating more new leads from existing customers.
One effective technique for generating more leads is to tap into your existing customer base. According to Entrepreneur, one of the best ways to do this is simply to ask!
You can also train yourself to listen for easy openings to ask for referrals, such as these:
- Whenever a customer praises you.
- Right after you've closed a sale.
- During networking events (when it is obvious what you are both there to do anyway!).
Tip 3: Set inspiring quota goals for yourself.
Perhaps your sales manager has set a sales quota goal for you. But this doesn't mean you can't set another, more inspiring, goal for yourself. The more of a stretch your personal goal feels like, the more creative you will get in figuring out how to reach it and the better you will feel when you blow right past it.
Tip 4: Set goals that center on sales activities.
This tactic works especially well if you work with a product or a customer group that follows a longer sales cycle. In this case, setting annual sales quotas may not work so well.
Instead, focus on setting activity goals, such as number of follow-up calls made per day or number of product demos made per week.
Tip 5: Set SMART goals.
SMART is an acronym that stands for "specific, measurable, attainable, realistic, timely." In other words, the SMART part tells you how you are going to achieve the goal you just set. The more detailed you can be in setting SMART goals, the more effective you will be at marshaling the resources you need to achieve your goals.
Tip 6: Ask for what you need.
Speaking of which, there is nothing wrong in asking for help when you are working towards a goal. If you need more training, ask for it. If you need an auto dialer app to boost the number of live calls you receive, ask for it.
Tip 7: Set spending goals as well.
As a sales representative, you likely have an expense account with spending guidelines to use to meet your sales quotas. The more frugal you can be with these funds, the less drain you will produce to offset what you bring in in sales.
Tip 8: Be sure to write down your sales goals.
Statistics indicate people who write down their goals are at least 33 percent more likely to achieve them than people who only think their goals.
By following these 8 tips, you can set practical, structured, meltable goals. Plus, by setting goals in different areas, you ensure you always have a "win" under your belt to keep you motivated.