Automate Goal Tracking through Metrics
Increase Goal Attainment With Sales Tracking Software
Setting and tracking progress towards goals is critical to attainment, but your
sales tracking software needs to also give a blueprint and track the steps that
lead to successful outcomes.
What do modern, successful sales cultures have in common? They are all target-driven.
Step one in creating a target-driven sales environment is setting up a cause and effect
relationship between activity, objectives, and results.
By reviewing your sales goals then nailing down a few key activities that produce desired objectives
for each part of your team, you'll be directly driving goal alignment and attainment.
That is what Ambition's goal management software does today for over 3,000 sales managers.
Individual goals, team goals, and organizational wide goals are all easily tracked with Ambition's sales tracking software.
Measure and visualize each rep's contribution toward a team goal leveraging accountability strategies and
automate each rep's progress toward individual goals in real time without ever being forced to run or refresh a report.
Here is an example of the sales goal setting process:
Choose end result based on targets required by your board or executives or look for a percent
lift/increase from last year. Once you identify the end result, you need to create activity
and objective goals that will lead your sales reps to hit the end result.
Set an objective like booked meetings that will lead to the end result
Examples of Sales Metrics to Track:
Closed won deals
Ratio of meetings held to deals closed
Ratio of meetings set to meetings held
How to Set Sales Goals
Sales goals are typically set based off of historical performance and incremental improvements.
The most important part of setting sales goals is to not only factor in the end results of revenue
sold or number of deals won, but the activities and objectives that provide a clear path to the targets and outcomes.
Sales tracking software can help track the activities, objectives and the end results to help your team
iterate and improve toward goal progress along the way.
When setting sales goals, you must be using reliable, real-time data to guide you to your sales goal numbers.
Don't just set a goal for what you want the team to sell. If you set goals too high, you're team won't be
motivated to try for it. If you set your bar too low, you're missing huge revenue opportunities and not
developing your sellers to reach full potential.
To identify the number of "booked meetings," you need to reach your sales goal, you must identify your
average performance ratio of meetings-to-deals closed in your historical performance.
To break it out: Let's say your end goal is to sell 100 deals. If last year 10% of all booked meetings ended
up as closed deals, your team would need to book 1,000 meetings this month to get you to our target of 100
closed deals this month.
You could also achieve the sales goal by placing a coaching focus on improving your "meetings set to closed:
won ratio." More volume is not always the answer. It should be attacked from multiple angles.
Sales managers would then take this a step further and identify the number of phone calls and emails it takes
to get the number of booked meetings needed. Ambition automates all of this math for managers through a sales
scorecard system in our full suite goal management software.
Your goal management software should assist you in setting goals and improving benchmarks automatically for
your reps to help take this manual math out of the equation.
Ambition can help your team automate the entire process!