Sales targets play a vital role in your business.
They determine how your business will develop and what kind of investments you'll need to make to achieve your ambition.
But how can you ensure that your sales targets are achievable, while at the same time motivating your teams?
Fabien Comtet hosts a webinar on this subject and gives you the keys to defining your sales objectives!
What is the purpose of the sales objective?
The way an objective is defined, shaped and brought to life is more important than the result itself. Indeed, the primary purpose of a goal is to mobilize teams by focusing them on objectives with shared resources.
When the team is thinking about setting an objective, it's important to be realistic and to set an achievable target. For an objective to be unanimous, you need to think about the means that will be used.
So it's vital to have a framework for each year that remains identical or similar to that of the previous year.
Your level of sales momentum: where do you stand for the new year?
In order to define your sales objectives for the coming year, it's important to take stock of the forces at work. The SMALTA method will enable you to take stock of the previous year's strategy.
It's also very important to define your company's MOSPs, so that you can then set your sales targets for the coming year. By using this tool, it will be easier to distinguish between those for which there is already a track record, and those for which it will be possible to project, and those which are much more uncertain.
How do you define your sales objectives?
Once you have defined your business blocks, you will need to work on the business model by analyzing and defining :
- Customer segments and potential
- Types of business activities
By cross-referencing these elements, it will be possible to identify the resources available and the resources required. This will enable us to define our sales coverage.
