Before starting any business activity, we must define objectives to determine where we want to go. Otherwise, it would be like driving aimlessly, without a predetermined destination. Logically, if we walk aimlessly we will never know if the strategies, tactics and tools we are using are working or if we need to change them. Next, we will see how to define sales objectives intelligently.
What are sales goals?
A company's objectives are the results we want to achieve within a given time frame.
But how can we define sales objectives so that they become achievable goals and are not just a declaration of interests?
How to define sales objectives
All objectives must meet a number of characteristics. We say that sales objectives must be SMART, for its acronym in English:
Specific : This involves determining what you want to achieve with your activity but in a specific way.
M easurable: We need an indicator that allows us to measure the efficiency of the objective.
Achievable : We must be able to meet the objectives we set for ourselves. To do this, we will have to analyze the resources we have and what strategies we are going to implement.
R elevant (relevant): this may bejapan number data obvious but it is about setting goals that are related to our activity and that are interesting for our company.
T imely (on time): at the same time that we define the objective we must also set a deadline to achieve it.
Let's look at some examples of SMART goals:
Objective 1:
General : Increase sales this year.
SMART : Increase sales of product “x” by 25% in the next 12 months compared to the previous 12 months.
Objective 2:
General : Get more traffic to my online store.
SMART : get 1000 visits to the online store in the month of January.
Advantages of setting SMART goals
In addition to guiding us on the path to success for our company, SMART objectives offer us other advantages:
They allow the results to be evaluated by comparing the results obtained with the proposed objectives.
Measure the effectiveness of each department or worker, as long as objectives are established for each of them.
They set priorities.