Sales objectives play a crucial role for your company.
They determine how it will develop and what types of investments you will need to make to achieve your ambition.
But how do you ensure that your sales goals are achievable while remaining motivating for your teams?
Fabien Comtet is hosting a webinar on this topic and giving you the keys to defining your sales goals!
What is the purpose of the commercial objective?
The way to define, shape, and sustain an objective is more important than the result itself. Indeed, the primary purpose of an objective is to mobilize teams by focusing them on goals with shared resources.
When the team reflects to set a goal, it is important to be realistic and set an achievable goal. For a goal to be unanimously accepted, the resources that will be committed must be considered.
It is therefore essential to have a framework for each year that remains identical or similar to that of the previous year.
Your level of commercial momentum: where are you starting from for this new year?
To define your sales objectives for the coming year, it is important to assess the current situation. The SMALTA method will allow you to review the strategy of the previous year.
It is also very important to define your company's MOSP in order to, subsequently, define your sales objectives for the coming year. By using this tool, it will be easier to distinguish those on which there is already a history and where it will be possible to project oneself compared to those that are much more uncertain.
How to define your sales objectives?
Once your business blocks are defined, you'll need to work on the business model by analyzing and defining:
- Customer segments and customer potential
- Types of commercial activities
By cross-referencing these elements, it will be possible to identify the available resources and the necessary resources. This will allow you to define the commercial coverage.