How to set targets for the sales team?

Sales Targets

• Every person in the sales team must be given a target.  Set quotas for each salesperson for each product or product group.
• A target gives a clear direction to the sales team efforts. It works as a motivation and also as an objective tool of evaluation of a sales person’s effectiveness.
• Without a target, it is very difficult to track the efforts of various members in a sales team. Only targets can help us single out our star salespeople against those who are not doing well.
• The target can be in terms of the amount of sales, number of units sold, amount of actual collection or any other number which finally reflects in sales success.
• Also, the focus must not be on increased sales alone, but also on collection of dues from the customers. Remember, only blind focus on increasing sales may give rise to increased bad debts, because in a hurry to achieve the target, the sales team may end up selling to customers who have a bad credit record. So, the sales target must somehow track the recovery also.
• The achievement of sales target must be taken into consideration while evaluating the yearly performance of the salespersons.

(Expert advice to GROW your business wherever you are, whenever you want.

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