As a sales manager, one way you can help your busy sales team be more productive and improve sales performance is to give them a set of best practices on how to set sales goals.
Personally, I know that every time I set and review goals on a scheduled basis, all sorts of good things happen.
When setting goals in our CFS Sales Playbook, I use this approach:
- Make goals hierarchical in the PlayBook
- Create recurring goals in the PlayBook
- Integrate goal execution with the CRM
- Integrate goal execution with my calendar
- Categorize my goals
- Conduct my goal rituals
- Intend on accomplishing my goals!
How to Set Sales Goals: 7 Best Practices
- Make goals hierarchical
I start with the overarching goals—let’s say annually. Each goal has a subset of levels—i.e. quarterly, monthly, and then weekly. Here is an example:
- The first level goal is “Hired a great Sales Trainer by March 31, 2019.”
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