In this episode Jeffrey Scott tackles the critical topic of sales goal setting in preparation for an upcoming Sales Symposium. He challenges the traditional top-down approach to goal assignment and advocates for a collaborative method where salespeople participate in creating their own commitments rather than simply complying with quotas.
Jeffrey breaks down how to structure effective sales goals by type and month, connect activities to outcomes, and create genuine buy-in from your team that translates to resilience when market challenges arise.
Register now for our Sales Symposium, which takes place March 10th. The early bird ends last week of February.
Takeaways:
Replace top-down quota assignment with collaborative goal-setting to transform compliance into genuine commitmentBreak sales goals down by month and type (maintenance, enhancements, new sales) rather than using simple annual targetsSet activity goals as leading indicators to track inputs like phone calls, proposals, and site visits alongside sales outputsMonitor both conservative baseline goals and stretch goals to account for natural performance variation across your teamInvolve salespeople in creating monthly targets to enable mid-month adjustments and coaching opportunitiesAlign sales goals with production scheduling and revenue planning for company-wide coordinationTrack closing ratios and deal size to connect activity inputs with sales outcomes
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