So how do you set your sales goals?
Of course, you check your company memory! CRM. Do you?
It's better if you use CRM, but if you keep another kind of records, that's ok. Better than nothing!
It is useful to seek answers to the questions:
1- Where do all the potential customers come from? Does the company have a marketing team? Or is the sales team responsible for generating leads?
2- What percentage of leads fit our ideal customer profile? Do we know our ideal customer profile?
3- What % comes from inbound and what % comes from outbound sources?
4- How long is the average sales cycle? Can it be reduced?
5- What percentage of all leads reached in the last year turned into sales?
6- What percentage of those who did not close in previous years closed in the last year?
7- What happened to those who did not close? Why didn't it close? How are they tracked?
8- What is the subsequent activation rate of those who do not return to sales? How long does it take and with what efforts do sales become active?
9- When you look at the last 5-3 or 2 years, what is the change in sales amount compared to last year? What affected the increases or decreases?
10- What are the company-related factors affecting the increase or decrease? What are the non-company related ones?
11- How is current customer success going? How many left last year? How many bought it once and never bought it again? How many bought it 3 times and never bought it again?
12- How many of the existing customers buy regularly?
13- What is the percentage of existing customers who purchase upsell products, sub-products or cross-products? What is the impact on turnover?
14- If our target is X% more than the previous year, how will we achieve this? What will we change? What is our plan? Which quarters do we expect to go?
15- Questions may vary or be increased depending on the companies...
It is not right to just sit back and say that a 20% increase in a 1-hour meeting is good for this year
20%. So why? No answer. It is just emotinal.
To set your goals, you should discuss on the company's memory.
This is where CRM comes into play.
Don't forget to read some blogs!
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So how do you set your sales goals?
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