What are the goals of a salesperson?

The role of a salesperson is To identify and of satisfy the needs of its customers, of promoting And of sell the products and services of your business, of manage your customer portfolio And of prospecting new customers.

A sales rep's goals may include:

• The development and maintenance of commercial relationships with current and potential customers;
• Achieving and exceeding sales goals set by management;
• The analysis and understanding of the needs and interests of customers as well as the development of adapted solutions;
• The presentation of products and services in a professional and convincing manner;
• Monitoring and evaluating the performance of products and services;
• The establishment of effective communication and exceptional customer service;
• The development of marketing and promotion strategies to stimulate sales;
• Identifying new market opportunities and exploiting them;
• Writing reports and updates...

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Why set goals for a salesperson?

To set qualitative goals that are both achievable and motivating, it is essential to ensure that they are aligned with your overall and business strategy. It is essential to adapt them to your various collaborators.

With goals, salespeople can not only track their long-term progress, but also take initiatives to get there. They must put in place an action plan, which empowers them and allows them to self-assess.

Setting clear goals is essential for salespeople to understand the company's strategy and have a reason to feel involved in their daily tasks. When these goals are achieved, it provides great satisfaction and a sense of personal pride.

Sharing common goals is an essential tool for promoting professional development and strengthening the feeling of belonging to a team.

Goals make an important contribution to business performance, as they encourage salespeople to excel and always do more. This has a positive impact on the final results, while contributing to the well-being of the teams. However, for this to be effective, it is essential that the goals are consistent, so that salespeople can reach them without difficulty.

The importance of setting regular and varied goals

In short, setting achievable and motivating goals is essential to encourage your sales force. With a perfect definition of business goals, they will be able to achieve them in the short and long term.

How do you set business goals?

Above all, an objective must be achievable and personalized. It is not enough to set up a global objective to be achieved over the year. Depending on the skills of each person, it is also necessary to detail their goals by month, and sometimes even by week. This will allow salespeople to have a precise and well-defined schedule. They will therefore be able to organize themselves to best achieve their goals. A well-achieved goal setting will therefore allow your salespeople to save time and organize themselves. They will therefore be more involved and more motivated. To set goals correctly, there are 3 methods: Top-Down management, Bottom-Up management and combined management.

Top-Down Management

Top-Down management, as its name suggests, is the process that applies from top to bottom. The principle is simple: communication is top-down. Each hierarchical level receives the objective of the level above which, in turn, must distribute them fairly according to the strengths and weaknesses of its teams. This technique allows an efficient distribution adapted to everyone, so there is more precision. Unfortunately, the process can be a bit long at times.

Bottom-Up Management

Unlike top-down management, bottom-up is rising. Each employee makes a self-assessment and sets their goals for the following year. The information is reported and then validated by each line manager, which will lead to a national or international objective.

This technique has an essential advantage: it involves salespeople in the company by giving them a sense of belonging. Since they have more responsibilities, they will want to achieve their goals all the more.

On the other hand, the objective is often reduced since the salesperson does not want to give himself something impossible and of course, he does not know all the techniques and strategies that will be put in place during the coming year.

The handset

In companies today, we often see a mixture of these two types of management for setting goals. It is a negotiation phase and the objectives go back and forth between the different levels of hierarchy. That is why, the bigger the company, the longer it takes to communicate the objectives.

Be careful, do not fall behind schedule!

Even if you need to set appropriate and high-quality goals, be careful not to fall too late. A salesperson who does not know his goals and has no vision for the future and will not feel invested. Someone who is not invested is often someone who is not motivated. However, if you communicate clear and appropriate goals quickly, motivation and involvement will resurface. One way that will further double the motivation is to communicate the goals of salespeople using the Gamification !

Examples of business goals

Business goals can be broad and varied:

• Financial business goals : increase sales and market share, increase profitability, reduce costs, analyze market trends, develop financing plans... ;
  

• Customer-oriented business goals : improve customer satisfaction, retain existing customers, increase the reputation of the company...
  

• Internal business goals : increase employee satisfaction and involvement, increase business growth, strengthen online presence and social media, improve team efficiency, encourage partnerships... ;
  

• Regulatory business goals: develop strategies to improve product compliance according to current regulations, implement measures to ensure regulatory compliance training programs...

What are the benefits of a challenged salesperson?

As a manager, you need to make sure that your team is working at its best, collectively and individually. To do this, several tools and methods can help you involve your sales representatives in their daily missions: define motivating objectives, place people at the center of management, reward initiatives and retain employees.

The benefits of a challenged salesperson are numerous:

• One increased sales and revenue ;
• One better understanding of commercial issues ;
• One greater confidence ;
• One sense of personal accomplishment ;
• One greater customer satisfaction ;
• One better ability to solve problems and to make decisions ;
• One greater ability to work in a team and to communicate effectively ;
• One greater ability to manage time And to be more productive ;
• One greater understanding of the products and services offered ;
• One greater ability to innovate and to solve problems.

Maslo helps you motivate your salespeople!

Maslo is your partner of choice to motivate your salespeople and employees. With over 5,000 unique business challenges, available in more than 40 countries, we count more than 80,000 users satisfied. Our platform is easy to learn and provides you with the means to stimulate your team throughout the year.

With Maslo, offer your employees a wide choice of gifts and e-cards from the largest business gift marketplace available in France. More than 100,000 references are at your disposal!

We believe that employee well-being and motivation are the keys to a successful business. Our solution, fully customized, will allow you to maximize their efficiency and productivity.

Maslo is THE ideal solution to propel your business to success and increase its performance.