In this edition of The Arrow, we delve into the critical role of well-structured sales goals in driving both sales team and overall business success. 

Sales goals serve as a key enabler, providing clear performance metrics, motivation, and focus for the sales team, all while ensuring alignment with strategic growth objectives.

Sales Goals Framework:

Well-structured sales goals adhere to the S.M.A.R.T. framework, ensuring they are specific to business objectives, measurable by sales leaders, achievable by the team, relevant to business priorities, and time-bound. This framework lays the foundation for success, offering a clear roadmap to achieving desired outcomes.

Lead & Lag Goals Combination:

To accelerate sales performance, it's essential to establish a combination of both lead and lag goals. Lead goals focus on sales team activities, such as prospecting calls, customer meetings, or sales demonstrations, driving action and momentum. Lag goals, on the other hand, measure outcomes or results achieved, reflecting the collective efforts of the team.

Aligning Goals with Strategy:

By aligning goals with the sales strategy and process, we amplify results faster and further than imagined. This alignment ensures that every action taken contributes directly to overarching business objectives, driving growth and success.

Final Reflection:

How well-structured are your sales goals? Are they leading the charge or lagging behind? Optimising lead and lag goals fosters discipline in daily actions and rewards the team with tangible outcomes, accelerating your sales revenue growth and ensuring that the “best habits” are adopted and sales performance lifts.