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What is the best way to set ERP sales goals?

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Setting ERP sales goals is a challenging task that requires a balance between realism and ambition, as well as alignment with your business strategy and customer needs. ERP, or enterprise resource planning, is a software system that integrates various business functions, such as accounting, inventory, production, and human resources. ERP sales involve complex and lengthy processes that involve multiple stakeholders, decision-makers, and influencers. How can you set ERP sales goals that motivate your team, reflect your value proposition, and drive revenue growth? Here are some tips to help you.

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1 Understand your market

Before you set your ERP sales goals, you need to have a clear understanding of your target market, your ideal customer profile, and your competitive advantage. You need to research the size, growth, and trends of your market, as well as the pain points, goals, and challenges of your potential buyers. You also need to identify your unique selling proposition, or how your ERP solution differs from others in terms of features, benefits, and value. This will help you define your market share, your market penetration, and your value proposition.

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Dibakar Biswas

Cloud & Infrastructure || SaaS || DMS || HRTECH || ECM || IT Sales || Sales Strategy & Operations || Leadership || Revenue Recognizer || P&L || AWS Certified || Techno-Commercial
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Identify operational units that are not profitable and are relying on outdated ERPs or multiple applications for their primary functions. Highlight the unique features of your ERP, articulate the value it can bring with its existing resources, and secure the deal."

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Philip Koonammankal

Technical Sales Manager | IT | Cybersecurity | A+ | CompTIA | Cybersecurity Consultant | CySA | Cyber Security Governance| Security + | Network + | Pentest + | CCNA
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First of all ERP sales cycle is very different than others. The main important thing is to understand the business and operations of the customer and then take a customer for a journey to see what is the best way to help him to ease the operations and get the value add. First and most important thing is to understand your market and know what are your potential customers.

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2 Define your sales cycle

Another factor that affects your ERP sales goals is your sales cycle, or the average time it takes from the first contact with a prospect to the final closing of the deal. ERP sales cycles are typically long and complex, ranging from several months to over a year. You need to map out the stages of your sales cycle, the activities and milestones involved, the roles and responsibilities of your sales team, and the expected conversion rates at each stage. This will help you estimate how many prospects you need to generate, how many leads you need to qualify, how many opportunities you need to nurture, and how many deals you need to close.

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José Mendoza

Capacitador de Equipos de Venta Consultiva | No entreno en ventas, si en Procesos Consultivos
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CONFIA EN TU PROCESO Más allá de los KPIs y los objetivos, debes confiar en tu proceso. Esto significa entender que todas las experiencias son parte del plan y son valiosas, incluso las que has tenido en anteriores empleos.

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3 Set SMART goals

Once you have a clear picture of your market and your sales cycle, you can set your ERP sales goals using the SMART framework. SMART stands for specific, measurable, achievable, relevant, and time-bound. Your goals should be clearly defined and quantified, realistic and attainable, aligned with your business strategy and customer needs, as well as have deadlines and milestones attached to them. Furthermore, you should track your progress and evaluate your results regularly in order to ensure that you are meeting your goals.

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4 Align your team

Setting ERP sales goals is not enough; you also need to align your team around them. You need to communicate your goals clearly and consistently to your sales team, as well as other departments that support the sales process, such as marketing, product, and service. You need to explain the rationale behind your goals, the benefits of achieving them, and the consequences of missing them. You also need to provide your team with the tools, resources, and training they need to succeed. Additionally, you need to create a culture of accountability, feedback, and recognition that fosters collaboration, motivation, and performance.

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5 Adjust and optimize

Finally, you need to monitor and adjust your ERP sales goals as you go. You need to measure and analyze your sales performance metrics, such as revenue, pipeline, conversion rates, customer satisfaction, and retention. You need to identify the gaps, challenges, and opportunities in your sales process, and implement the necessary changes and improvements. You also need to review your goals periodically and update them according to the changing market and customer dynamics. By doing so, you can optimize your ERP sales goals and achieve your desired results.

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José Mendoza

Capacitador de Equipos de Venta Consultiva | No entreno en ventas, si en Procesos Consultivos
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Aprende a decir que no Es importante que aprendas a decir que no a las tareas que no puedes o no quieres hacer. Esto te ayudará a sentirte más en control de tu tiempo y de tu vida.

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6 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?

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José Mendoza

Capacitador de Equipos de Venta Consultiva | No entreno en ventas, si en Procesos Consultivos
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Cuidado de ti mismo Cuidar de tu salud física y mental es esencial para reducir la ansiedad. Duerme lo suficiente, come sano y haz ejercicio regularmente. También es importante que encuentres formas de relajarte y de reducir el estrés, como la meditación o el yoga.

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What is the best way to set ERP sales goals?

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2

3

4

5

6

1 Understand your market

2 Define your sales cycle

3 Set SMART goals

4 Align your team

5 Adjust and optimize

6 Here’s what else to consider

Technical Sales

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What is the best way to set ERP sales goals?

1

2

3

4

5

6

1 Understand your market

2 Define your sales cycle

3 Set SMART goals

4 Align your team

5 Adjust and optimize

6 Here’s what else to consider

Technical Sales

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