Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
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What You Need To Know About A Sales Rep’s Goals
We hear a lot about sales rep’s goals. Goal setting is a key topic in the world of sales. Let’s take a hard look at sales rep’s goals, how to set them and how to achieve them.
A sales rep’s goals must be measurable and achievable. A goal that is pie in the sky only leads to frustration. A goal that can’t be measured is folly.
A sales rep’s goals represent the finish line. A sales rep’s goals are a statement of what must be accomplished. Often these goals represent a quantitative achievement such as, sending our ten pieces of direct mail. While a sales rep’s goals are important, it is a rather useless exercise unless the goals are tied to a specific timeframe. A proper sales rep’s goal would be to send out 10 pieces of direct mail every day. How to set goals should be part of all sales rep training.
In addition to a timeframe, a sales rep’s goals must be accompanied by a plan. A plan is an outline of what must be accomplished to achieve the sales rep’s goals. A sales rep may have a goal to achieve quota by the end of the year but that goal is useless without a plan. The plan should list specific activities that must be accomplished in order for the rep to achieve his or her goal of achieving quota by the end of the year.
I hope you better understand a sales rep’s goals. You can learn more in my sales training programs.
To your sales success!