Answer Posted / gaurav gaur

The first step in sales target setting is to differentiate
between what are goals/targets and what are needs.

“To pay your rent or mortgage you must have X amount of
money and to get that money you must make X number of sales
and therefore your goal is X number of sales.”

This is not a goal; it is a need.

When you use your needs as goals, you are working to reach
your basic levels of living. When you set this bar, you
will usually just reach it or fall just short. Hence, if
you work only for a living, you well never really live.
Your goals must surpass your basic needs so that by
reaching your goals, all of your needs fall into place.
Also, if you fall short of reaching your goals, you will
have still surpassed your needs.

The purpose of sales goals is to help you to continuously
improve and reach higher levels of success. Sales goals are
to help you get better, not to help you barely survive.

Also, sales goals will help you measure and quantify your
success. So first, be sure that you are not setting goals
that are what you need to survive. Now let us examine some
traditional goal setting philosophy.

The Basics

Traditional goal setting teaching tells us that all good
goals should have several elements in common.

Parameters for good goals:

1. The goal should stretch your boundaries, exceed your
immediate reach
2. You must believe in the goal, believe that it is possible
3. The goal must be very specific, exact
4. The goal should have an exact deadline
5. The goal should be written down

While these rules cannot apply to every type of goal, the
basics are essentially true, particularly when it comes to
setting goals of a general nature.

However, as mentioned, we will focus only on sales goals.
So let us slightly alter the above basics to fit the sales
category only.

Basics for Sales Targets

1. The Goal should exceed your grasp and ultimately exceed
the norm of the company
2. You should be able to clearly visualise the reality of
the goal
3. The Goal must be detailed and reverse-engineered
4. Your Goals should have many milestones, incremental steps
5. Your Goal should be written and diagrammed on paper
6. Read and commit to the Goals everyday

The Goal should exceed your grasp and ultimately exceed the
norm of the company
While setting good goals can launch your sales career to
new heights, setting poorly chosen goals can put you out of
business.

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