Improving Sales Goals in Large Purchases: A Comprehensive Guide for Sales Organizations
The way most sales organizations set goals for their salespeople often lacks substance and effectiveness.
First and foremost, many managers in these organizations fall short when it comes to effectively communicating the set goals.
The higher-ups are fully aware of the targets to achieve the desired revenue. They set quantifiable and profit-related goals for the sales departments, and these trickle down to individual salespeople. But, how frequently do sales managers discuss and reassess these goals with their teams? Is it annually? Quarterly? Monthly? Daily? Or perhaps it’s rarely ever addressed?
Even more concerning, there is often scant direction provided to salespeople on how to actually meet these targets.
It’s imperative to avoid setting goals based on factors that can’t be controlled.
For instance, setting a goal based solely on the number of products or services sold is not always realistic. This is because sales are often dependent on the unpredictable behavior of customers and external market forces.
You can’t control the number of potential clients visiting your website. You can’t dictate the volume of inquiries or leads. You can’t always influence the decisions of every prospective client.
So, what can you control?
Yourself.
What steps are you taking right now to boost your sales and increase the profit margins?
The goals set should primarily revolve around:
- Attitude
- Behavior
- Activities
Let’s delve into these aspects:
Attitude
Your attitude defines your perception and feelings towards your profession and clients.
How do you feel on days when potential clients seem scarce?
What’s your attitude towards customers who need more time before making a purchase?
How do you react when you have a particularly successful day, and conversely, on those not-so-great days?
While you can’t dictate market fluctuations, client decisions, or organizational policies, you can absolutely control your attitude. Commit to fostering a positive mindset. Strive to see the silver lining in every situation. The power to mold your attitude lies solely in your hands.
Behavior
Your behavior is a reflection of your conduct and professionalism. A positive attitude invariably leads to constructive behavior.
Walk with confidence. Seek out opportunities to assist and add value. Radiate positivity and warmth, making it clear to clients that you’re genuinely there to help. Remember, clients gravitate towards individuals who exude positivity.
Activities
Activities encompass all the proactive steps you’re taking to enhance your sales skills.
For instance, if your usual strategies aren’t yielding results, it’s crucial to reevaluate and set new activity goals.
Embrace data and statistics. Understanding the conversion rates of your various sales strategies can provide actionable insights. For instance, if cold calls have a 3.5% success rate, strategize accordingly. If referrals close at 47%, focus on building and maintaining client relationships.
Consider the following to maintain momentum:
- Make well-scripted cold calls.
- Engage with previous clients.
- Actively network at events or online platforms.
- Pen thank you notes to acknowledge interactions.
To cultivate a positive attitude:
- Read or listen to motivational content.
- Surround yourself with uplifting music and people.
- Steer clear of negativity, be it people or media.
To foster constructive behavior:
- Express gratitude regularly.
- Proactively assist others.
- Use uplifting language.
- Compliment genuinely.
- Always wear a smile.
Your attitude, behavior, and actions are under your dominion! By controlling these, you inherently influence your sales outcomes.
If you’re tasked with a specific sales target for the month, don’t just do the bare minimum. Go above and beyond. Analyze what needs to be done, and then do even more.
Without a constructive attitude, positive behavior, and well-defined action strategies, any sales target is meaningless.
Ultimately, the key to your success lies within you.
Your customer wants to buy. He needs you to help him believe.
