Are you on track to meet your sales goals in the first quarter of the year? If not, you’re not alone. Salesforce reports that "57 percent expect to miss their quotas," suggesting that meeting objectives is a key concern of sales professionals. If you’re looking at lackluster results, then it’s time to tweak your sales strategy for second-quarter success.
Be specific with SMART sales goals
Start by looking over your yearly and quarterly goals and ensure they follow the best practices. Each goal should be SMART: Specific, Measurable, Achievable, Relevant and Time-bound. In Inc., Bruce Eckfeldt says, “Powerful objectives align the team and create urgency and progress on long-term goals.”
Double check that you’ve included exact targets and determine where you’re falling short. If your sales strategy includes SMART goals, but your sales still lag, then break down quarterly objectives into smaller steps.
Set weekly and monthly milestones
A successful sales strategy takes into account the people behind the numbers. According to a WorkBoard survey “engaged teams return 28 percent higher same-year operating margin,” indicating that it’s essential to keep your team interested and active. Do this by acknowledging the small wins that waterfall towards the greater end game.
On Business.com Shirley Tan says that “I spread out the milestones in a way that is realistic to my team’s available time, skill sets and resources.” Increase engagement by breaking down quarterly goals into attainable weekly or monthly stepping stones.
Use the SMART goal system for weekly objectives.
Schedule daily tasks that help you meet these milestones.
Share progress data automatically to increase your team’s overall engagement level.
Collaborate with your team
When you’re out on the road, sales often feels like a solo event. However, communicating with your team is essential to meeting your quarterly objectives. For the best results, build collaboration into your sales strategy. Start by reviewing your methods of communication.
Can you easily share insights from the road with other team members?
Is your support team responsive when you message?
How much time do you spend sending and reading emails?
Take a close look at how your team communicates and look for areas where you can tweak the process. For example, you may find that a Slack channel for your sales team increases both response time and productivity. Whereas using an app like Trello or Airtable allows you to set clear objectives for each team member and see when each goal is completed.
Track your time
HubSpot reports that sales professionals only spend “34 percent of their time selling.” Where does your time go? This study found that sales professionals spend over half of their day on data entry, scheduling, attending meetings, and writing emails. If you’re not meeting your objectives, then see if you’re wasting your time in specific areas.
Use a time tracker to find out where your time goes.
Pinpoint specific areas for improvement.
Create processes using automation for increased productivity.
Review your sales strategy
Our quick-changing environment requires sales professionals to be flexible in their strategies, which is why it’s essential to complete regular reviews of your sales strategy. Turn this into a habit by scheduling a specific time in advance to review your plan. Encourage other members of your team to do the same, then collaborate on your findings by sharing data.
With a study by CoSchedule finding that those with a “documented strategy are 538% more likely to report success than those who don’t,” we know that careful planning boosts revenue. Increase sales by reviewing your strategy throughout the year, collaborating with your team, and using productivity tools.