A winning sales target strategy starts with the sales manager.
The sales manager’s sales target strategy includes three E’s …
- Execution, and
The post Hitting Sales Targets 3 Step Strategy summarized these three steps.
The post Sales Target Planning 3 E’s To Goal Setting focused on the first E – Expectations.
This post reviews the second E – Execution.
Sales Target Strategy – Execution
Execution focuses on the sales manager and salesperson implementing a plan of action.
The sales manager should not simply say, “Here are your monthly sales targets. Good luck.“
It is the sales manager’s responsibility to work with each salesperson to develop a sales target strategy focused on how the goals will be achieved.
That strategy includes coaching, mentoring, and follow-up.
Identify Where Future Sales Will Come From
In an automobile dealership, there are service customers, orphan customers, internet leads, phone leads, walk-ins, referrals, and the salesperson’s sold list.
Plus, there are many other ways to source prospects.
For the moment, we’ll focus on the above.
An effective sales target strategy will take each of these into consideration.
For example, let’s say the automobile sales consultant’s target is to sell a total of 200 vehicles.
A sales target strategy could look like this.
Summary of where sales will come from…
- service customers – 5%
- orphan customers – 4%
- internet leads – 4%
- phone leads – 5%
- walk-ins – 60%
- referrals – 4%
- sold list – 15%
- other – 3%
[pullquote align=”normal” cite=”Jeffrey Doucet”]It is the sales manager’s responsibility to work with each salesperson to develop a sales target strategy focused on how the goals will be achieved.[/pullquote]
Why Such Detail
Having this detail gives the sales consultant a roadmap.
It would be rare for a salesperson who achieves target to be penalized if only 3% came from service customers when it was anticipated 5% of the target would.
The summary of where sales will come from is a sales target strategy to give direction.
For example, if the sales consultant was falling behind target, the sales manager could look at where the sales are coming from and then, using this list, coach the sales consultant on how to work the opportunity areas where he is getting few sales.
The strength in having a sales target strategy is uncovering pockets of people a salesperson is overlooking.
Remember: Nothing happens until someone sells something.
Sales Champions – people like you – Make It Happen!