![]() ![]() It’s important that your sales team understands that this isn’t meant to be an attempt to micromanage them. This too may seem like an exercise in futility, but carefully tracking your sales KPIs has a ton of benefits. Once you’ve set effective goals, you also need to be able to see what steps and actions are helping you meet them, and which need some fine-tuning. It’s worth it to follow the SMART structure to ensure your goals are appropriately motivating. Setting the bar too low is a recipe for underperformance. If you set goals that are unreachable, your reps will get burnt out and eventually stop trying. The process may seem tedious, but it’s worth it. Using a SMART goal framework will help you create short-term and long-term, individual and collective goals that are challenging, but attainable. It’s important that your goals are lofty, and will drive your business forward, but they should also be achievable. One of the most effective ways to motivate a sales rep is through expertly crafted sales goals. The detailed roadmap of the sales plan enables your reps to waste no time deciding what to do next, wondering whether what they’re doing is working, or how close they are to meeting their goals. Having a structured system allows your sales team to meet their sales goals more quickly and easily. In fact, most top-performing companies report that their sales activities are carefully structured, far more so than average or underperforming companies. It doesn’t matter how skilled or talented your sales team is - if they’re not efficient in their sales activities, they will never reach peak performance. Though it may require some time and effort on the front end, creating a sales plan will pay off in spades in the long run.
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