The Schindler's list of every Sales Rep is the Goal. Goals for Sales Rep are represented in two phases, one set by the company and other at individual level. From the company perspective goal means sales, targets, revenues and customers. At individual level, its to ameliorate the communication and sales skills.
Goals should be specific, measurable, achievable, relevant and time-based. The game plan for the sales representative is to build profitable sales and serve the new & existing customers. Goals spell out objectives, responsibilities and tasks of Sales Rep.
Like Oskar Schindler, who by the end of the war, risked his life and spent his fortune to save his workers, the same way even the Sales Rep should at any cost achieve the goals.
Six Commandments To Achieve The Goals:
1. Meetings & Co-ordination:
Sales Rep should have regular meetings with Sales Managers and Sales Heads, to discuss about the goals and responsibilities. Meetings should always be proactive and productive. Dissect the plans into smaller actionable ideas to focus on goals.
Sales representatives should maintain good working relationships with other departments like sales administration, manufacturing, distribution and customer service departments. This is to ensure that the company understands customers requirements and provides an efficient, high-quality service.
2. Sales Numbers and Revenue:
The main goal of Sales Representatives is to achieve the sales numbers and revenue goals set by the company. Sales Managers should disseminate the annual sales figures into quarterly and monthly numbers. For this makes the goal look easily achievable, and also it gives the precise sales figure for the monthly goal.
The dual concept of number of customers and revenue per customer, gives insight, that how much average revenue per customers should be generated. This in turn also gives the exact number of customers to be generated to achieve the goals.
With the dual concept the profitability, as well the comparative sales figures of previous quarter and year can also be taken care. If the Sales Rep can follow the simple productivity guidelines than the goals can be easily achieved.
3. New Business:
To achieve the revenue goals, only existing customers will not be suffice. So the sales representatives must look for new customers. They should follow the regular procedure of acquiring new business - right from lead generation till the lead closer. Schedules should be balanced between existing customers and new customers to generate more sales.
It’s more economical to retain existing customer rather than acquire a new one. Develop a strong relationships for long-term customer loyalty. Sales Rep should understand the pain points of the customers business and business challenges. They should aim to become trusted advisers to their customers.
To secure long-term business, Sales Rep should also guard their customers against competitors. They must maintain awareness of competitors activities, offers and pricing strategies. By understanding competitors, you are in a strong position to deal with existing customers.
6. Training and Technology:
Technology is stepping in every aspect of sales and service. Sales Rep should armour themselves with the latest technology and gadgets which will assist in sales. Company should facilitate the Sales Rep in learning CRM, Sales Automation system and attend professional sales conferences & presentations.
Sales Rep should start using the latest technology, the real-time customer data, insights to increase the conversions. Digitization will help in increasing the sales.
Some of the goals a Sales Rep should complete on individual level to be proficient in sales.
Improve your Sales skills, by learning new ways to handle objections. Learn to generate quality leads. By learning Time Management, followup with leads in more professional way. Plan always ahead to be beyond monthly goals. Learn new ways to motivate yourself to be a better salesman. Learn communication skills.