Sales Goals – How to Reward Your Sales Team
Did you set sales goals for your sales team? If you haven’t, I suspect that you may be struggling with the rewards and incentives you’ll need for your sales team to achieve those goals. Reward programs should be key ingredients to the overall success of your sales goals. If your goals are your goals, don’t let them go unfunded in reward and recognition areas of your business.
Finding the Right Goal in the First Place
You set your sales goals with the specific goal of selling more of your products and services. Goal setting is probably the most important step to the success of that effort. Instead of a sales goal, many people think of goal setting as some sort of process. It’s not. It’s process, but one that will, if you follow some basic steps, deliver them the expected results.
The first thing you need to understand is that a goal will take some work to set up and accomplish. Life happens. You have your ups and downs. It’s very important to get a balance of both the ups and downs and to see your reward for each as a result of one or the other. In other words, your ultimate goal (say $20,000) might be great if you’re selling the burre’s stock at a price of $18.50. At the same time it’s not going to seem great if you sell them the same or better than the real thing at a base price only the goal is to sell the same machine at a quarter of that price.
- Set a Time Limit
You also need to establish a “time limit” that you will stick with. There must be a “transition point” where the goal is reached. Generally the goal is granted immediate backing time adjustments due to some external factors.
- Set Achieving Goals
The goals should be set in stocking and customers/clients who have to be sold (both the total number and the unit). It’s a goal to get results and achieve a goal, nothing else. This is an important distinction.
The goal has to be tied (jayapoker) to achieving a good result. It has to also be tied to hard results. Hard results like increased expenses, increases in sales, increased profits, etc. If these results are not tied in these specific ways, the less likely it will be that the person or person getting the reward will be motivated to produce it.
- Break Your Sales Goals Into Three Steps
Small incremental improvements accomplish a lot more than mass improvements. You can optimize your leads more effectively, you can optimize your product less effectively, you can optimize your value delivery more effectively, but mass improvements doesn’t do much in the way of box space. Pursuem Previous Good Results
You’ll have to set some specific goals if you want build rewards around revenue, but if you want to track your results, be sure to set a few goals that have already been proven in your own practice. Don’t forget about the last sale that you made for a client. Get their permission to use as a reminder to keep track of what they bought.
- Get Them In Front of You
Keep track of the people that came into your office last week and who you do have visiting your office so that you can entice them to come inside. They can drop off the paperwork, mingle with another client or person, and leave with a positive impression.
- Take This Exercises From A Room to Your Wall
Make a list of all of the key people, places and things in your room. Then go into your desk and get each of their names. Then go into your client’s office and think of them.
Make a list of members of your family that you work with. Then go into your coffee and coffee room and greet them. This is really good way to bond.
- Get Your Team Together
Team building ideas abound: hosting company parties, after hours fun runs, trivia contests, team building breaks.
- Give Away Raffle Tickets
You won’t have to rent a lottery ticket but I’m not suggesting the prize is a big expense. If you have a great raffle you can probably sell some tickets for $10.00 or so.
If you have to rent some prizes don’t, just want to get some prizes for an event or just want to give away prizes that you’ve bought such as $10.00 tickets to go to a free event.
Choose a raffle date and a prize and schedule, both of which will help ensure presenters are coming on board.
- Go Back and Re-Evaluate
After you have a good plan in place you’ll then need to go back and evaluate.You will need to go into your sales goals (see #1 above and your goal setting process) and see if you may need something different in your goals.