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Writing sales goals is often more challenging than people anticipate. It is important to employ proven strategies to ensure that you will meet or even exceed your target. You can still offer input if your sales goals are assigned to you by a manager. This shows that you take your job seriously and you are always looking for ways to improve.
Break Down the Big Numbers into Something More Manageable
As with any long-term goal, it is important not to get overwhelmed by how much there is to accomplish and give up before you ever get started. If you write goals by the year, break your sales quotas down into months and weeks to make the numbers more manageable. Also, keep in mind that even the number for the annual goal will shrink as the year goes by.
Start with Your Existing Accounts
Your current customers already know what kind of products and services you deliver. However, that doesn't mean that you can't offer them something new. You may have new products or add-on services that your existing customers could really use. When you are establishing new quotas, plan for a realistic amount of growth from customers you already have. It can be a source of great encouragement to you when you subtract that total from your existing quota and see a smaller number.
Plan for Some Lost Revenue
While you can plan on some increased revenue from existing clients, you also need to accept the opposite. Some clients will stop buying from your company in the coming year and take their business elsewhere. If you sense this coming, focus on what you can do to better meet the customer's needs. You should deduct your projected losses from your sales goals just to be on the safe side. Hopefully, you can prevent the losses from happening and end up pleasantly surprised by your revenue total at the end of the year. Sales management experts advise people to add 20 percent to their revenue goal to leave room for unexpected losses and deals that fall through at the last minute.
Brainstorm Ways to Generate New Leads
Once you have considered your existing accounts and business you might lose during the year, it's time to plan how you are going to generate enough new business to meet your sales quotas. The next step is to create activity goals to help you meet or exceed expectations. You can do this by answering the following questions:
After determining the exact number of new leads you need, you must come up with several creative ways to reach them. The following possibilities can help you find new leads in areas you may have never considered:
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