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Setting Goals For Your Sales Team

By: Jerry Glynn

Setting goals for your sales team is one of the most crucial tasks that you as a sales manager will ever undertake. Without set goals, your team will not feel properly motivated and may also under perform due to a lack of internal work load and expectation structure. This article will help you discover some of the best ways to properly set realistic goals for your sales team.

First, sit down by yourself and draw up a master plan of the goals that you would like your team to achieve and then, write down the steps that you feel are necessary to accomplish these goals. Once you have your goals and objectives, make sure that your sales team is properly trained to achieve them. If you need to have them learn new methods or brush up on skills, remember that although this may take them off of the sales floor temporarily, it will also better prepare them to close more sales in the long run.

Make full use of all of the tools at your disposal, i.e. phones, fax machines, the Internet, and the various sales management tracking software programs available. The Internet is a powerful tool for research and also, for discovering new potential leads and sources of revenue. It goes without saying that the most powerful tool at you at your disposal, however, is your very own sales team, which is why it is so important to recruit effectively. Putting the wrong people in charge of a project or deal can cause you to lose it, and in the end, you will have no one but yourself to blame.

A lot is said at sales conferences and seminars about KPI or key performance indicators. These can be helpful when it comes to problems or potential pitfalls in your sales practices. For example, how often is a sales appointment advanced to the next phase, and what is your average revenue. You should also examine our sales cycle, is it a conventional cycle or do control it. Do some of your team members have shorter sales cycles on average then others do. If so, take the time to examine the reasons behind this.

Answering these questions, following these tips and taking the time to create clear goal plans and objectives will help you and your sales team go a long way towards creating, managing, and achieving your sales goals.

Article Source: http://www.bluearticles.com


Cloud9 Analytics delivers easy-to-use business intelligence applications directly to sales, marketing, and support organizations as a service over the internet. Visit the website for more information on Sales Pipeline Management

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