Also Read:
How to Create a Sales Playbook For Your Team
How to Scale Your Sales Team
7 Ways to Motivate Your Sales Team to Reach Targets
Sales KPIs to Track
My team’s not hitting targets. What do I do? That’s a question I got asked the other day by a sales leader I work with. She tells me the team is not making as many calls as they should be, and they’re not as responsive to new inquiries as needed.
Well, IÂ tell them: you need to start by setting goals. In today’s episode, I share what it takes to motivate sales teams to reach targets.
Many of the teams I work with have monthly, quarterly or yearly sales targets, but not all of them have targets around the output. What do they need to do to achieve their targets?Â
I recommend setting daily, weekly and monthly goals. Give them goals around how many calls they need to make each day, how many appointments they need to book and how many times they need to follow up with customers. You need to find out what it takes for them to reach their targets, then break it down into more manageable daily, weekly and monthly targets.
But setting targets is one thing; you must follow up with them to see if they’re hitting their output targets. If you don’t follow up, nothing will happen. I recommend using a tool like a CRM to track their efforts, then you as the sales manager need to follow up with them to praise them for reaching their output goals or find out why they aren’t.
This brings me to my next tip: you must identify why they aren’t reaching their goals. It’s not enough to set a goal and then demand it is met. Check-in with them to see how they’re doing. Find out if something is holding them back or getting in their way. Find out how you can help them reach their targets.
Individual targets are great, you being a supportive leader is great, now you need to build a team environment. When a team supports each other and works towards team goals, not just individual ones, your job gets easier. The team starts collaborating and sharing best practices, and everyone helps everyone improve.Â
Make sure to check out my slide deck on motivating your sales team on 7 Ways to Motivate Your Sales Team to Reach Targets
Hone Essential Management Skills & Build High-Performance Sales Teams
A high-performing team is highly motivated. They take on challenges with an eagerness to exceed expectations, and they don’t blindly follow orders; they look to improve upon them.
Leading a team to new heights takes understanding your team’s unique strengths, how to navigate uncharted territory and how to inspire them to reach their maximum potential. It takes a talented leader to do that.
Join SOCO’s Management Mastery course, where we cover the essential management skills every leader needs to bring out the best of their team, whether they’re working in the office, at home, or in a blended environment.
