How to set a sales goal?

Isabelle Wuilleumier Salemme

Setting a sales goal is, without a doubt, one of the most pertinent things you need to do in a business. Operating without targets to aim at is pointless to say the least, as your staff and your business teams will have absolutely no knowledge of whether or not they are close to working at the expected standards, the tempo and the level of performance that you would expect from them.

As such, having a strong sales goal – whether than just setting some arbitrary number – is going to be a deciding factor in the overall growth and success of your business, from this point moving into the future.

What to consider when setting your sales goal:

So, how do you set a sales goal that is realistic, achievable and actually beneficial to your business?

There are multiple ways to do so but we find that the most effective ways of setting a sales goal aiming forward is to consider all of your business’s aspects to make your goal noticeable and to make it actually stick with your staff moving forward. Make your goal your own and focus on how to achieve it whether on the goal itself.

Setting your sales goal:

• Look at how many of your direct interactions with customers actually turns into sales in the end? This is a big factor in any sales goal as if you are having to make a huge amount of calls to get to your needed income for the month, something most likely has to change within the goal itself as you start moving forward and planning your sales targets

• The main aim is to get your sales goal down to high conversions with less interactions needed – it’s not a great feeling knowing that you are probably making double or triple the amount of interactions that you actually need to, so build your sales goal around hitting lesser calls with higher conversions rates

• How do you do this? It might mean need you need to work on your sales pipeline, or it may mean you need to make some significant adjustments in the future to the way that your staff is trained and the way they operate. Both are vitally important considerations to take into account, though, so make sure that you do

• Capacitate your teams to work on improving every section of the sales pipeline. For example, the people who find your qualified leads may be great at getting them to move onto stage two, but how good are stage two at closing meetings and helping to progress the business? Build your sales goal around this, aiming to improve the overall flow between sections in your sales pipeline

To do well in any kind of business, you need to have a high conversion rate and you need to bring in the customers who are happy to spend.

To do this, then, you need to have sales goals that are attainable so that your staff can continue to grow and develop without unachievable results being requested.

Keep close track of your Sales’ Goals with Pipefy!

Try Pipefy’s Sales Pipeline Template, it’s a step-by-step workflow developed to enhance your team’s focus and productivity by guiding them through all the steps of the sale’s process, from prospecting, to qualifying properly hot and cold opportunities to close the deal.

With this template, you can observe closely your sales process and adjust your sales goals and strategies as you go by!

Written by
Isabelle Wuilleumier Salemme
Head of Customer Support @Pipefy. She uses her extensive Pipefy knowledge to help users make the best of Pipefy via support and writing informative content pieces. Besides being in charge of support, she's an avid reader, a coffee lover, and a professional photographer.

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