Thisarticlewas originally published byBuilt In.
If there is one department that is traditionally pushed to its very limits, its sales.
Heres how you’re able to do just that.
Otherwise, you may be stuck with reps who will only do things in their own way.
It’s free, every week, in your inbox.
To this end, watch out for these two major things.
First, pay attention to their feedback when youre presenting a novel idea.
Second, watch for behavioral changes after suggesting a new way to get work done.
Watch their face to see whether theyre trying to stifle a grimace or willingly accepting your instructions.
Also, focus on theirbody language: posture, gestures, eye contact and other physical behaviors.
They should appear calm and ready to act instead of visibly resisting your advice.
For example, if they usually do 50 sales per month, set your monthly goal to 65.
I want to focus on theAin that acronym because setting attainable goals can often prove to be a challenge.
How do you know what an attainable goal looks like?
First, determine your past performance.
If you experienced stable growth, you might usually make good predictions for the future.
Keep in mind here that you shouldnt focus as much on annual targets.
These allow for more flexibility on your part.
Second, assess your current sales team.
If most of your sales team is missing their goals, however, the problem is unrealistic goals.
If youre struggling with missed sales goals, you have a couple of options.
You may consider replacing some of the sales team after evaluating their performance.
Another crucial aspect of setting goals is gauging current demand.
Evaluate whether the market has a need for your product before setting any goals.
Always factor in current market trends to double-check youre setting good sales targets.
Almost every sales task can be automated, fromcold outreachto getting your contracts signed.
So, what you choose to automate will depend completely on your individual business and sales processes.
These should be either automated or delegated.
You should follow some general rules onwhat not to automate, however.
Recognize these differences instead of forcing all of your sales team into the same mold.
They will feel appreciated and your sales numbers will look great, making it a win-win situation.
ensure that the two departments often have meetings together so that they are informed about each others activities.
You should also ensure that the two teams attend events together.
In the process of creating these assets, both teams will learn from each other and everyone will benefit.
