The business objective must be acceptable . The important thing is to achieve the adequacy of the person who undertakes it, not because the task is easy, but because it is achievable and they have the means to achieve it.
While the goal must be acceptable, it must always be accompanied by a dose of ambition so that it also represents growth. Every leader or manager aims to grow their business. This therefore implies increasing sales. A satisfactory sales objective cannot simply aim for the status quo. Ambition implies a challenge and therefore a commitment on the part of the salesperson (as with signing a contract). The challenge is to find the right balance to make it both acceptable and ambitious enough to motivate the team.
Example: 15% increase in turnover if last year's growth was 10%.
R for Realistic
Sometimes, sales targets are set based on purely financial costa rica phone number data calculations by applying a standard rate of increase compared to the previous year. This is a simple method, but it can sometimes prove unrealistic. By taking a "Bottom to Top" approach rather than a "Top to Bottom" approach, we will take into account the realities on the ground, the competition, the customer situation, etc. These parameters can allow us to adjust sales forecasts more precisely and make them more realistic (and acceptable).
Furthermore, the stakes involved in setting sales objectives are very high. A poorly calculated and unattainable objective will quickly be poorly perceived and will lead to frustration or demotivation among salespeople.
Example: A newly hired salesperson may not perform as well as an experienced, operational salesperson. Plan to adjust your objectives initially.
T for Time-defined
To make the objective as clear as possible, it is important to remember to define its timeframe . This allows you to define a period over which to measure your investment in achieving this objective. The question remains: how to find the right timing?
Over a long period, you give salespeople more opportunities to achieve the goal. However, setting a goal for too long a period can lead to disengagement or forgetting the goal in favor of new, more urgent or more motivating priorities. It's therefore important to maintain focus over time by offering regular progress updates.
The advantage of the short period is that it generates strong and immediate dynamism. The team challenges itself more in order to achieve results quickly.
Therefore, best practice is to set a specific deadline for each objective. This helps teams structure their sales efforts and makes it easier to measure results.