Creating sales goals can be difficult. Ensuring your targets are realistic enough that they are achievable, while also being high enough to boost efficiency, is a tricky balance to find.
One of the best ways to encourage employees is to ensure that any and all sales targets are relatable. If employees feel invested in their personal targets, they are far more likely to reach them. Here are a few tips on setting relatable sales goals, which are useful for all sectors and teams of any size.
1. Different people should have different targets
Setting suitable targets for each individual is an important aspect. You can base these on years of experience, previous form and other circumstances. Of course, an experienced salesperson is likely to be able to sell more than a new employee so their targets should reflect this. Personalised targets also allow for greater self-reflection if they fail to meet them. This allows them to see where they can improve in the future.
2. Give your employees context
Targets are always more relatable if your employees know on what basis they are set. Whether targets are set in line with projected company growth or last year’s figures plus 3%, explain to your staff that they aren’t arbitrary. It also shows how their efforts contribute to the wider company goals too
3. Alter targets upon results
Target setting should be dynamic. If an employee consistently achieves their target, then it’s worth considering setting them a higher target to keep them motivated. If an employee falls behind, then discuss reducing their target; it may make it more realistic and help them stay engaged. It’s important to note targets should still be a slight stretch for employees so they don’t become complacent.
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