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Setting Your Sales Targets
Setting sales targets is commonplace in any sales environment.
These are usually derived from sales forecasts and department and/or company sales targets that are set from up above.
You need to have clear targets so you know the kind of performance that is expected from yourself.
However, I believe that setting sales targets on their own is not enough.
As well as having sales targets for the number of sales you need to make, you should also have what I call activity targets.
Activity targets are all the aspects of your day-to-day job that should lead to achieving your sales.
If your sales targets are your main goal for example, your activity targets are your sub-goals that will ultimately lead to you achieving your larger goal
So what could be included within activity targets?
Well, you could have the number of qualified prospects that have been identified, the number of cold calls made, the number of calls completed, the number of returned calls, the number of face to face meetings you have arranged, the number of leads generated – the list goes on!
The secret in achieving your sales targets is to break them down into manageable bit sized chunks of activity. Then, focus all of your energy on your activity targets.
As my late Gran used to say “Look after the pennys and the pounds will look after themselves”
This is the same with activity and sales targets too!
You know what? I should have listened to my Gran more often.
 | About Sean Sean McPheat founded MTD Sales Training and has built the company up from scratch to over 20 trainers today. Sean a is a much sought after sales trainer and consultant himself and he is well regarded as the authority in improving bottom line sales performance. Sean is regularly featured in the media which has included interviews and documentaries on CNN International, BBC, ITV and Arena Magazine. Interesting Links |
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