Craig Middleton in Sales Sep 30, 2016 · 2 min read · +100

Setting Reachable Sales Goals

Setting Reachable Sales Goals

You might think that "goals" is a simple word that comes without much hidden meaning. Even when you have accomplished many goals in your life, you may look back and wonder how you managed to achieve them. Your success likely was part due to the fact that you set realistic goals, and you can use this mindset to govern your goal-setting plans in the present and future.

Why Reachable Goals Matter

Setting goals that are too difficult or too easy to reach is generally unhelpful. When the goals are too easy, you have to ask yourself if you are really accomplishing anything at all. For example, if you choose to increase your goals by a nominal amount, that extra income may barely help your company. On the other hand, goals that are too large can make you feel like a failure. You may constantly wonder why you can never reach any of your goals and, ultimately, stop setting them in the first place.

Review Your Past Successes and Failures

One way to start figuring out what reasonable goals are for your company is to take a look at your history. See when you had success and failure, and assess the methods that you used in those situations. For example, you may recognize that when you lowered or increased your goals by just a little bit, your company really began to see the benefits. Take another look at the method that you use then; see how you can revise it for even greater success. Also, do not be so fast to just pass over your failures. Exploring them can help you to recognize specifically what you did that was unhelpful.

Chart Your Natural Progression

When your company has seen a decline in sales in recent times, this method may not work as well for you. On the other hand, you may already have an increase in sales on a regular basis, but you are hoping to do even more. Having only an abstract idea of your recent increases, however, does not help you to improve in the future. For example, you may want to increase your goals by five percent. When you take a look back at your records though, you recognize that you have been steadily increasing by five percent for some time now. Therefore, you want to aim for a higher percent increase.

Find the Problem

As you are going through your past records and current programs, you may notice when failures come into play. Also, you may recognize that certain techniques did not work. However, instead of just tossing these methods to the side, you want to figure out why they did not work. No need exists to throw a plan that is mostly solid. It may just have one minor glitch that you need to revise. You may also need to consider your employees' behavior and how that could have affected your sales goals. An email tracer, for example, may be helpful in locating useless techniques employed in sales emails.

Consult with Your Financial Department

When you want to increase your sales goals, you are likely going to have to increase production, bring new people onto the staff or procure new equipment to better your products. Consider the detrimental effect of spending more on these expenditures than you will make from the increased sales goals. Once you have developed a plan for reaching the goals and determined which goals you want to reach, you should have a discussion with the financial department or team at your business. Staying within a budget is important because you do not want to spend all of the money that you hope to earn.

Whether you have struggled with achieving sales goals in the past or you have not even known where to start, some tips for setting reasonable goals are important to know. They can help you to create goals that are neither too difficult nor too easy to achieve.