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How to Set Monthly Sales Goals and ACHIEVE Them
How to Set Monthly Sales Goals and ACHIEVE Them
Have you hit a plateau in your sales performance? Do you want to achieve crazy success and be at the top of your sales game? Sales pro and industrial marketing leader, Kyle Milan, breaks down the strategy to set the right goals in monthly sales and, most importantly, how to ACHIEVE them!
Whether you are in technical sales selling products or services, it’s vital to understand the fundamentals of goal setting. If you don’t know where you are heading, forget to try to get there. First, who is setting the goal up for you? Understand if it’s a manager or you setting the plan and what metrics and evidence it is based on. Does this goal seem out of your league or out of proportion with your given or potential pipeline? In a sense, you should have “unrealistic” goals; you don’t just want a 10% raise in revenue, you want a 10X raise in commission. Of course, use common sense, base your goal on what you think is possible at optimum performance levels and do your best to break that ceiling. Finally, take that goal and break it down into quarterly, monthly, weekly, and daily numbers. More often than not, when carrying out the right strategy, you may even surprise yourself at how achievable these set goals are.
As we’ve mentioned, you want to reverse engineer this yearly goal into achievable bits throughout the year. After figuring out these weekly and daily goals, factor in your base salary and find out, through commission, how many deals you need to make to hit your commission goal. At your current closing rate, how many sales calls, emails, messages, and more do you need to send to get there? This helps you not only better understand the market but yourself as well. Maybe at your current closing rate, this seems more challenging than it looks, or you aren’t making enough calls. Whichever it may be, do the math and ask the hard questions to figure out what it will take to succeed.
If you’re looking to boost performance KPIs or even still struggling, check out our courses at Technical Sales University. TSU has already gotten over 200 sales pros close 1,389 new projects and garnered over $260 million in revenue in the last two years alone. See a free sneak preview and enroll today: https://training.technicalsalesu.com/
Once these goals are set, it’s now time to look closer at your weekly activity and how you are tracking it. You want to look at filling your pipeline and what you are doing in a given week to close those prospects within it. If your pipeline isn’t packed enough, and you’ve surely looked at everything possible to change within your department, see what your marketing team is doing to attract new business. There are many new and overlooked tactics in lead generation, specifically online through platforms like LinkedIn. Track your current data through some application over 30 days to further assess where your problem areas lay and what can be done to improve them.
Most importantly, hold yourself accountable and commit to these goals TODAY. If you wait for January 1st or next quarter to start goals, you will always find some way to push them back. Do not be afraid of change and procrastinate on this; look to what motivates you. Why do you want to achieve this goal? Whether for a better lifestyle or to support your family, keep that in mind, let it drive you, and always hold yourself accountable to your goals weekly.
__________
Subscribe For More Video Content :
https://www.youtube.com/kylemilan
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram: https://www.instagram.com/kylejmilan
Facebook: https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll
View all episodes
By Kyle Milan
4.9
88 ratings
How to Set Monthly Sales Goals and ACHIEVE Them
Have you hit a plateau in your sales performance? Do you want to achieve crazy success and be at the top of your sales game? Sales pro and industrial marketing leader, Kyle Milan, breaks down the strategy to set the right goals in monthly sales and, most importantly, how to ACHIEVE them!
Whether you are in technical sales selling products or services, it’s vital to understand the fundamentals of goal setting. If you don’t know where you are heading, forget to try to get there. First, who is setting the goal up for you? Understand if it’s a manager or you setting the plan and what metrics and evidence it is based on. Does this goal seem out of your league or out of proportion with your given or potential pipeline? In a sense, you should have “unrealistic” goals; you don’t just want a 10% raise in revenue, you want a 10X raise in commission. Of course, use common sense, base your goal on what you think is possible at optimum performance levels and do your best to break that ceiling. Finally, take that goal and break it down into quarterly, monthly, weekly, and daily numbers. More often than not, when carrying out the right strategy, you may even surprise yourself at how achievable these set goals are.
As we’ve mentioned, you want to reverse engineer this yearly goal into achievable bits throughout the year. After figuring out these weekly and daily goals, factor in your base salary and find out, through commission, how many deals you need to make to hit your commission goal. At your current closing rate, how many sales calls, emails, messages, and more do you need to send to get there? This helps you not only better understand the market but yourself as well. Maybe at your current closing rate, this seems more challenging than it looks, or you aren’t making enough calls. Whichever it may be, do the math and ask the hard questions to figure out what it will take to succeed.
If you’re looking to boost performance KPIs or even still struggling, check out our courses at Technical Sales University. TSU has already gotten over 200 sales pros close 1,389 new projects and garnered over $260 million in revenue in the last two years alone. See a free sneak preview and enroll today: https://training.technicalsalesu.com/
Once these goals are set, it’s now time to look closer at your weekly activity and how you are tracking it. You want to look at filling your pipeline and what you are doing in a given week to close those prospects within it. If your pipeline isn’t packed enough, and you’ve surely looked at everything possible to change within your department, see what your marketing team is doing to attract new business. There are many new and overlooked tactics in lead generation, specifically online through platforms like LinkedIn. Track your current data through some application over 30 days to further assess where your problem areas lay and what can be done to improve them.
Most importantly, hold yourself accountable and commit to these goals TODAY. If you wait for January 1st or next quarter to start goals, you will always find some way to push them back. Do not be afraid of change and procrastinate on this; look to what motivates you. Why do you want to achieve this goal? Whether for a better lifestyle or to support your family, keep that in mind, let it drive you, and always hold yourself accountable to your goals weekly.
__________
Subscribe For More Video Content :
https://www.youtube.com/kylemilan
__________
Say Hi on Social:
LinkedIn : https://www.linkedin.com/in/kylemilan/
Instagram: https://www.instagram.com/kylejmilan
Facebook: https://www.facebook.com/KyleJMilan/
__________
Connect For Business:
MFG Tribe: https://milanmedia.com
MFG Tribe on LinkedIn: https://www.linkedin.com/company/milanmedia/
Technical Sales University: https://training.technicalsalesu.com/enroll