it’s important to set individual sales goals in addition to your greater team goals. Every sales rep is different. They have different strengths and weaknesses, and, depending on the structure of your team, may even work with different prospects.
“One rep on my team might have an average deal size of $80,000, while another might be $20,000,” says Beth. “So, what they actually have to do individually to contribute to the team is going to look very different from one another.”
If an individual sales rep closes a large quantity of low-value deals, they may need to do more outreach than a sales rep who closes a few high-value deals.
That’s why you should consider each rep’s historical data when vk database setting their goals including their conversion rates between various lifecycle stages and the number of deals they need to close to contribute to the greater team deal.
When onboarding new team members, you can certainly use team or industry benchmarks while you collect data on their performance to set more personalized goals.
Be realistic
Much like your greater business goals, your sales goals should be something your team can realistically achieve.
“Your understanding of your historic funnel metrics and sales cycle should inform your future goals,” says Beth.
If you set goals that drastically exceed your previous achievements or that expect reps to complete more outreach than they would have time for then it’s unlikely you’ll be able to achieve them.
In the same vein, you also have to be realistic about measuring your goals. If you have a long sales cycle, having monthly quotas may be less effective than quarterly quotas.
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