How To Hit Your Sales Goals: Reverse-Engineering

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How To Hit Your Sales Goals: Reverse-Engineering

Sales for Life Admin
Sales for Life Admin
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Achieving your sales goals is easier said than done. There are so many circumstances that can give even the most experienced sellers a hard time meeting their sales targets.

Case in point: The global COVID-19 pandemic, which forced revenue teams to replace in-person, face-to-face networking events and client meetings with social media interactions and Zoom calls.

In order to conquer the curve balls thrown your way, you should first recognize that the only things that you could control in order to achieve your sales goals are actions and activities. Everything else is an influence, aligned to something beyond your control.

For example, you couldn’t control when it would rain. But you can plan ahead to ensure that you’d be ready in case of a sudden downpour. You can always carry an umbrella or a raincoat in your bag, or you could map out a shaded route that you could take while walking to work.

The same principle applies in sales. Keep in mind that you can’t achieve your desired sales goals by yourself. You can only influence them and align with them so you’ll end up in a favorable position.

Working Your Way Backwards From Your Sales Goals

To have the best chance of hitting your annual sales goals, you should create your gameplan by reverse-engineering from your target.

Imagine that there are stepping stones leading towards your sales goals. These are your sales objectives, or milestones, and they indicate your progress towards goal completion.

Milestones inform your revenue team about what success should look like at a certain week, a certain month, or a certain quarter. They help your sellers stay focused and motivated, and prevents them from being overwhelmed by your main sales goal.

For example, if your sales goal is achieving a total annual revenue of $1 million, one of your milestones could be closing a certain number of deals by the end of Q3. Achieving this milestone will indicate that you’re on track to achieving your sales goal.

Take note that hitting all your milestones wouldn’t guarantee a 100% chance of achieving your sales goals. As we’ve said before, you never know when life decides to throw you a curve ball that could derail your strategy. You will, however, have a higher likelihood of hitting your goals since you’ve already made the necessary preparations for it.

Actions and Activities: The Building Blocks of Your Sales Goals

Now, the milestones you set are influenced by the sales actions and activities that you undertake. These are the things that you and the rest of your revenue team can actually control, such as the messaging of your content, the cadence of your emails, and the videos you send to your prospects.

That’s why these sales activities and actions should be carefully planned and coordinated. Cooperation between the sales, marketing, and enablement teams is critical. The whole revenue team should be aligned and focused on one thing: To achieve the sales goal you set for yourselves.

If the revenue team isn’t properly aligned, some departments could find themselves unnecessarily spending time doing arbitrary actions and activities that can boost their own profile, but don’t really propel them towards their milestones. It’s a distraction; a waste of time, effort, and resources.

We can’t stress enough how crucial it is that each member of your revenue team should know what their top priority should be. If a certain sales action or activity can’t influence your milestones, then it can’t lead you closer to your main goal of achieving your sales targets.

To Summarize

To achieve your sales objectives, you need to take to heart these two notions:

  1. Understand that you can only control actions and activities. Everything else, you can only influence to achieve an outcome that’s favorable to you.
  1. To achieve your sales goals (or any goal for that matter), start planning at the end. Reverse-engineer your progress towards goal completion by determining the milestones indicating that you’re on track to achieving your target. Then, figure out the actions and activities that will help you achieve those milestones. 

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