How to Set Sales Goals: 7 Best Practices to Improve Sales Performance

NCMA

How to Set Sales Goals: 7 Best Practices to Improve Sales Performance

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:

  1. Make goals hierarchical in the PlayBook
  2. Create recurring goals in the PlayBook
  3. Integrate goal execution with the CRM
  4. Integrate goal execution with my calendar
  5. Categorize my goals
  6. Conduct my goal rituals
  7. Intend on accomplishing my goals!

How to Set Sales Goals: 7 Best Practices

  1. 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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