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Tuesday, December 4, 2012

Goal & Target setting

Goal & Target setting is a important and crucial aspect that helps the organization to determine its performance, I have mentioned some critical points that have helped me in deciding or setting goals

Annual Target - This is the target that you have decided that you need to meet in order for to be considered successful or profitable (usually set by the finance teams).

Average Monthly leads - On average how many leads per month are are being generated from your target markets. It is important to determine the number of leads for each geographic region for your target market..

Win Rate - This is the rate at which your sales rep can convert a lead to a client. As calculating this win rate is usually necessary and can be achieved by constantly tracking and monitoring each lead in the pipeline with their chances of being successful (I have written a separate article on pipeline analysis for this please refer to that), and is one of the most important performance indicators that you should monitor.

Average Value Per Sale - This is the average value of each sale that is converted from a lead. If you are not selling products then then usually this is the estimated value of each conversion to your company.

Monthly Growth - Assuming that you are seeking to improve your current position. What is the monthly growth you expect from your current operations. This should be a realistic figure that can be achieved.

If you want some perspective on how you or  your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com
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