SMART Goals & Competencies Guide for Your Sales Team
Setting the right employee goals is half the battle won. Companies invest lots of time, effort and money to find innovative employee goals management. You may follow SMART goals, KPIs, OKRs or other approaches but it all starts with one very basic thing – defining the precise goal at individual, team and organizational levels.
Every employee has unique goals based on their work roles. For instance, Salespeople may have a goal for customer acquisition, revenue targets, etc. QA Manager may have a goal of implementing the ISO 9000 process and getting the certification. Facilities manager may have a goal of having a new facility ready by the year-end. HR manager may have a goal of hiring and onboarding 150 new employees.
Your goals can be short term or long term. But you should be able to track the progress throughout the goal period, review the achievements and assess the performance of your employees continuously. It gives an edge as deviations and disruptions can be detected early and rectified. When the progress falls short you can start improvising your process and get back on track. All these are possible only if you have precise and definite goals.
What is a SMART goals management system?
Only if your goals are SMART, you can able to reap the desired results.
To make your goals SMART, you have to make it
Specific – Define the goals clearly
Measurable – Define the milestones to measure the progress consistently
Achievable – Identify the skills and resources needed to achieve the goals realistically
Result-focused – Focus on the results and measure the outcomes
Time-bound – Fix a time-frame to achieve the goal
SMART goals are critical for managing the performance of your employees. Easy and simple to use Employee goal management software helps you set and manage your employee goals.
Sample goal form | Synergita
Here are the SMART goals library and competency library for your sales team.
SMART Goals Library for Sales Team
The Sales Goals Library deals with the functional goals of the sales professionals – be it sales executives, corporates sales managers, sales – operations head and sales – VP. It can be tweaked and reframed to fit the organizations’ needs.
|Customer Acquisition||Qualify Prospects||
|Understand Customer Buying Process||
|Handle Objection Effectively||
|Close Business on Time||
|Sales Target||Forecast Accurately||
|Understand Your Sales Process||
|Negotiate for Mutual Success||
|Achieves Revenue Targets||
|Pipeline Building||Engages C Level Executives||
|Sells Business Values and Results||
Competency Library for Sales Team
Competencies are contributing factors such as skills, abilities and personal attributes that enable you to achieve performance excellence and therefore result in organizational success. Competency may not have a direct impact on your performance metrics. But the lack of it adversely affects the overall team and organizational performance.
This library lists the sample set of business and personal competencies required for Sales function. This library may be used as a guideline for choosing the right set of competencies for your sales team.
|Understand Customer’s Industry||Understand customer’s industry-specific needs and pain points before making the initial contact|
|Connect Product/Service to Customer’s Business||Customize the solution to fit the customer’s business|
|Business Acumen||Analyze the prospect’s personality at first sight and dynamically adapt the best approach to connect with them|
|Problem Solving||Use analytical and creative thinking to solve the problem quickly and efficiently|
|Organizational Skills||Managing the team, projects, schedules, priority activities efficiently|
|Customer Satisfaction Management||Manage, measure and improve customer satisfaction at all stages of the buying cycle|
|Political or Organizational Savvy||Exhibiting sincerity, Interpersonal skills, ability to network and social intelligence to charm and influence your prospects|
|Consultative Business Approach||Use the product knowledge to customize the solution to fit the perspectives’ needs and convey it in their familiar style|
|Appetite for Learning||
Swing into Action
The sales – goals & competency library helps you frame your organization specific SMART goals and competencies for different roles in your sales team, say sales executive, sales associate, sales manager, sales – VP, etc.
Set the SMART goals for your sales team, follow up diligently and bag scores of customers.
Goals management is the backbone of the performance management process. Synergita has a robust goals management feature that helps you set and manage employee goals throughout the year.
Are you ready to start setting SMART goals for your organization using Synergita?
Sign Up here for Synergita live demo.