4 essential tips for setting sales goals in your company

Setting sales goals is a crucial step for any company, as they guide the sales team's performance. The idea is to create a specific objective to be achieved, helping employees focus on activities and actions that will make a difference. Furthermore, these goals also help define roles and responsibilities among employees, bringing greater organization to the team as a whole.

The big question here is: how to set appropriate sales goals for your company? They should be ambitious, yet achievable. This is a question many managers face. To help you, we've created today's article with some tips on how to set your goals. Stay tuned!

1. Analyze the market

One of the first steps in setting sales goals is analyzing the market in which the company operates. Only then can you be realistic and sensible when setting goals, since sales are directly influenced by what happens in the store. To achieve this, there are some key questions that must be addressed:

• percentage of market segment growth;
• forecast of market expansion for the following year;
• current supply and demand conditions;
• market percentage that your company currently holds;
• situation of competitors.

This information can be collected from newspapers, magazines, associations and your own research.

2. Measure production and delivery capacity

Another very important step in this process is measuring the company's production and delivery capacity. The organization will only be able to sell a certain quantity of products or services if production and delivery capabilities match those numbers. That's why it's so important to evaluate this aspect when setting goals.

This analysis should first be based on the number of current employees and their productivity. And there's no point in trying to overwork employees. Measurement must be realistic.

From there, it is possible to identify whether there is a need to hire labor to achieve the desired sales, among other aspects.

3. Use key performance indicators (KPIs)

You indicators Key Performance Indicators (KPIs) are metrics used to track your business's performance and can be used to analyze the sales team and overall sales across the company. The organization itself defines the KPIs it wants to measure, based on the information it seeks to obtain.

The main sales KPIs are:

• number of leads generated (potential customers);
• number of qualified leads;
• conversion rate (potential customers who actually become consumers);
• average customer ticket;
• cost of acquisition per customer;
• number of closed deals;
• sales cycle.

KPIs allow managers to understand the current sales situation of the business, identify which techniques generate the best results, and which require changes.

4. Map external influencing factors

Every good manager knows that several external factors can influence a business's sales. The main ones should be mapped so the company can prepare for potential obstacles. They are:

• Seasonality: analysis of major events, holidays and how the company behaves in each period;
• Entry of competitors: possibility of the emergence of new companies in the market sector;
• Times of crisis or prosperity: current and future trends in the economy.

Finally, it's worth remembering that setting sales goals is a fluid and ongoing process. This means they need to be revisited periodically and can be changed whenever necessary. After all, the market and the economy are also constantly changing.

So, did you like the text? Want more tips to improve your business performance? Then stay on the blog and read our text about customer service on social media!