Sales Planning: Setting Goals That Achieve Results


One of the most common questions our Advisors get asked is this: ”How do the sales teams you lead consistently achieve and exceed goals?” Are the teams “lucky?” Is there a magic formula? The answer is simple – we plan to exceed expectations.

We’ve been taught that an effective way to achieve goals is to use the SMART template: Specific, Measurable, Attainable, Realistic and Time-bound. While much of the SMART template is applicable to good goal setting, it often leads to mediocrity. The definition of “Attainable” becomes a negotiation between sales manager and salesperson. ”I did this last year – so I shouldn’t be expected to do much more this year.” Your answer back should always be – “WHY can’t we do more?”

The key to continued success is to challenge yourself with stretch goals. Challenge yourself – and put a goal out there! If you increased sales last year by 5% – why not 10% this year, or even 15%?

Now here’s where the real work begins (and where most sales managers stop). It’s not enough to merely set a stretch goal and then demand a result. You need to break down your sales processes and determine how to get there.

  • Will you need more prospects? If so, how will you attain a higher lead to deal conversion?
  • What can you do to improve your customers’ experience in the process?
  • Bigger ticket orders? If so, what needs to be added to your current offerings that you don’t present now?

The bottom line is to know the steps to take in order to achieve your goal, and work on each moving part to get to it.

So, the next time you’re setting goals, expect more and challenge both yourself and your team. Expect greatness, identify the individual pieces to be successful, and then be ready to work and then re-work the plan to succeed.

Not sure where to start or the best way to implement changes to achieve your business goals?  Our Sales Xceleration Advisors are here to help.  Click here to connect with a Sales Xceleration Advisor in your area, or contact us today at 1.844.874.7253.