Drive Higher Sales: Start with Clear, Measurable Goals!

This is the start of a five-part journey into the building blocks that drive effective sales management. Let’s start with the foundation: Goals. 

What results are you aiming to achieve? 

To be effective, your goals must be Specific, Measurable, Attainable, Relevant, and Time-bound (SMART). Are your individual goals aligned with the overall showroom or company goals? You need a clear destination before you can map out the journey.

Here are key elements to focus on when setting goals:

• Written Sales Goal: How much needs to be written each month? This is a calculated figure based on the team's needs, organizational expectations, and market conditions. Establish a team goal and individual goals for each sales member. The team goal is YOUR goal, and your sales team is your vehicle to achieving it.
• Delivered Sales Goal: This goal measures the percentage of product delivered compared to what was written, typically around 90%.
• Standards: This is the minimum performance level required. New team members should reach this level within a set timeframe (e.g., 60 days). Raising standards, rather than just the goals, can elevate the entire team’s performance.
• Basement: This is the minimum each salesperson must achieve to cover their fixed and variable expenses. It’s often higher than the standard but lower than the team goal.

Once your goals and standards are clearly defined, you can develop strategies to meet them. Begin by reviewing your team’s current performance metrics against the goals and standards you’ve set.

Now, go have fun setting those goals!
oxo, Jody