What are some effective ways to set sales goals for a remote team?

1 SMART goals

The first step to setting sales goals for a remote team is to make sure they are SMART: specific, measurable, achievable, relevant, and time-bound. SMART goals help your sales reps to understand what is expected of them, how to measure their performance, and how to prioritize their actions. For example, instead of saying "increase sales by 10%", you can say "increase sales of product X by 10% in Q2 by generating 20 new leads per week and closing 5 deals per month".

3 Collaborative goals

The third step to setting sales goals for a remote team is to make sure they are collaborative and aligned with the company's vision and values. Remote sales reps may feel isolated or disconnected from the rest of the team or the organization, which can affect their motivation and engagement. Therefore, you should involve your sales reps in the goal-setting process and communicate the purpose and impact of their goals. For example, you can use a team meeting or a survey to solicit your sales reps' input and suggestions on the sales goals, and explain how their goals contribute to the company's mission and strategy.

5 Team goals

The fifth step to setting sales goals for a remote team is to make sure they are balanced with team goals that foster collaboration and camaraderie. Remote sales reps may lack the opportunities to interact and learn from their peers, which can affect their creativity and productivity. Therefore, you should set team goals that encourage your sales reps to work together, share best practices, and support each other. For example, you can use a group chat or a video call to celebrate your team's successes, recognize your team's efforts, and brainstorm your team's solutions.

6 Feedback and recognition

The sixth and final step to setting sales goals for a remote team is to make sure they are accompanied by regular and constructive feedback and recognition. Remote sales reps may crave more feedback and recognition than in-office sales reps, as they may not receive the same level of social and emotional cues. Therefore, you should provide your sales reps with timely and specific feedback and recognition that acknowledge their achievements, address their concerns, and guide their improvement. For example, you can use a phone call or a email to praise your sales rep's performance, offer your rep's advice, and ask your rep's questions.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?