“The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks, and starting on the first one.” Mark Twain
Fundamentally in sales, goal setting is the most important thing. No matter if you are an inside sales manager or a sales executive, you constantly need to up your game. Trying to keep it simple yet realistic-SMART goals can be your starting point.
– Time related
It simply starts by breaking your yearly /quarterly tasks to weekly ones. The goals you set for yourself & your team should be achievable and must generate the final result….revenue. Byzantine goals are a no no.
You need to help your team achieve their targets. Hold yourself responsible for missing your team target by getting to the root cause of the issue. Then work around it and make sure that the issue does not become a problem. You will be faced with various ones to begin with, but if you solve it methodically, goals will be achieved eventually.
Next, understand the key metrics that will help you achieve those goals. Is it the number of people assigned to that task, number of calls/meetings, whatever it takes. Make them your pillars of control.
Identify those areas wherein you may be losing majority of your prospects. This is the key areas sales people tend to overlook. If they can fix this, they have fixed their sales. These leakages are very important to control, simply because more and more leads will eventually be dropping off without converting, thus loss of revenue.
It’s a good time to start now, start fixing and generate revenue!