If you are following the right tactics, you can be prepared when sales targets change and meet your organization’s goals.
Changing sales targets are a fact of business; targets may change due to new or updated products and services, the movements of competitors, or changes in the marketplace at large. Whatever the reason, sales people must be prepared for these shifts. Sales roles are high pressure and the pressure only builds when sales targets change; if you are following the right tactics, you can use this pressure as a motivation to constantly improve and meet your organization’s goals.
Your ability to hit changing sales targets depends first and foremost on the quality of your leads and how you handle them. Leads are the foundation of the sales process, and must be treated accordingly for you to meet your goals. In addition to using all of the lead generation techniques at your disposal, including asking for referrals, using CRM databases, and following up with leads from within your organization, make sure that you:
If your organization expects your sales targets to increase by a set percentage each quarter, you won’t reach those targets by doing business as usual up until the final weeks. Your success rate will improve dramatically if you set incremental goals for yourself leading up to the changing sales targets your organization has announced; this is about working smarter, and not just harder, than anyone else on the team.
One of the worst mistakes a career sales person can make is to blame an inability to meet changing sales targets on the organization, the sales manager – anyone but him or herself. When you accept responsibility for your own results, you empower yourself to do better and put the focus back on what you can accomplish, rather than accepting the status quo and letting your sales numbers (and income) suffer.
Organizations set audacious goals to encourage sales teams to outperform, and if you want to be a top sales person, you need to be one of the outperformers reaching for changing sales targets. Remember that others may set goals for you, but the goals you are most likely to reach are those you set for yourself – especially if you aim to beat expectations.
However, if you have done all that you can to meet changing sales targets and find that although your sales numbers are above average for the industry you still cannot get where you need to be for your sales manager, it might be time to look for a new sales position. While changing sales targets are a reality in any organization, unrealistic expectations are not, and you may perform better in a new setting with what you have learned from this experience.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.