As an outside sales rep, you know how important it is to set and achieve your sales goals. But sometimes, things don't go as planned and you fall short of your targets. What can you do to adjust your sales goals when you're not meeting them? Here are some tips to help you revise your sales strategy and get back on track.
The first step to adjusting your sales goals is to understand why you're not meeting them. Is it because of external factors, such as market changes, competition, or customer behavior? Or is it because of internal factors, such as poor performance, lack of skills, or unrealistic expectations? Analyze your sales data, feedback, and pipeline to identify the root causes of your sales gap and how big it is.
Sometimes it might be internal factors such as poor service levels from the factory with product not being available at the right time, account related issues from the debtor's desk where customers' accounts are put on hold with prior communication between the sales and debtors team, long delivery turn around times where it takes more than 72 hrs for a receive their orders, sales order processing inefficiencies where orders may be missed in the system. All these factors must be analysed and make sure that the teams are aligned and communicate more or better. If its factory related issues, review the process and your demand forecast if that's where the issues are coming from. Doing things differently may improve the situation.
The next step is to adjust your expectations based on your current situation. If your sales goals are too high or too vague, you need to make them more realistic and specific. Use the SMART framework to set goals that are Specific, Measurable, Achievable, Relevant, and Time-bound. For example, instead of aiming to increase your sales by 20%, you might set a goal to close 10 more deals by the end of the quarter.
The third step is to change your tactics based on your new sales goals. This might involve changing your target market, your value proposition, your sales pitch, or your follow-up strategy. For example, if you're targeting a new segment, you might need to do more research, customize your offer, and use different channels to reach them. Or if you're facing more competition, you might need to differentiate yourself, highlight your benefits, and overcome objections more effectively.
The fourth step is to track your progress towards your adjusted sales goals. This will help you monitor your performance, identify what's working and what's not, and make further adjustments if needed. Use a sales dashboard, a CRM system, or a spreadsheet to track your key sales metrics, such as leads, conversions, revenue, and customer satisfaction. Review your progress regularly and celebrate your wins.
The fifth step is to seek feedback and support from others to help you adjust your sales goals. This might include your manager, your peers, your mentors, or your coaches. They can provide you with valuable insights, advice, encouragement, and accountability. Ask them for honest feedback on your sales goals, your tactics, and your results. Listen to their suggestions and implement them. Also, share your challenges and successes with them and learn from their experiences.
The final step is to keep learning and improving your sales skills and knowledge. Adjusting your sales goals is not a one-time event, but a continuous process. You need to stay updated on the latest trends, best practices, and tools in your industry and market. You also need to keep developing your sales competencies, such as communication, negotiation, persuasion, and problem-solving. Read books, blogs, podcasts, and webinars on outside sales. Take courses, workshops, and certifications. And practice, practice, practice.