If
you are embarking on the beginning of a new sales cycle, you have the
opportunity to set new sales goals. You want sales targets that stretch your
team but are reachable with the right skills, effort and approach.
Follow
the step-by-step advice of consultative selling training experts for reasonably
aggressive but smart numbers:
- Review the record. Analyze the past to determine potential for the future. Look at individual customers and typical deal sizes and sales cycles.
- Set sales targets. Base your numbers on your analysis of the past, your expectation of outreach to new customers, market trends and competition.
- Know your ideal customer. Develop a detailed profile of the customer most likely to buy…their industry, size, outsourced needs, location, buying triggers and even philosophical orientation if relevant to your services.
- Identify prospects that fit the target profile. Do your research using the internet and your own network for recommendations and referrals.
- Set key sales activity goals. Be sure that your sales activities (prospecting, calls, etc.) are on target to meet your numbers. Understand what it takes to convert conversations and relationships into deals. Know your average customer acquisition costs and lifetime client value to make smart decisions.
- Communicate regularly. Stay in front of your sales team, your current customers and your prospects. Listen, learn and adjust along the way.
