SMART (specific, measurable, achievable, realistic and time-bound) objectives are a proven framework for goal-setting. They provide a clear path to success, measure progress and create accountability.
In the world of sales, SMART goals can be used by sales managers and individual sales reps alike. Whether your company has a large or small sales team, SMART goals are an essential part of your overall sales strategy.
Specific
What is SMART Objectives in Sales?
SMART objectives in sales are specific, measurable, attainable, realistic and time-bound goals that help you plan and execute strategic sales plans. Using SMART goals in your business planning can give you a boost in your marketing strategy, making it easier to attract more customers and boost revenue.
A SMART goal is specific in that it clearly articulates the desired outcome, gives details on how to achieve the target and sets a specific timeline for success. This way, your team knows what is expected of them and what they need to do to accomplish the objective.
It’s also attainable, as you can easily measure how well you’re doing against the goal. This helps you adjust your objectives as necessary and makes sure you get a fair chance to succeed.
Developing SMART sales goals that focus on increasing your team’s productivity can be a great way to boost sales and keep your staff happy. By optimizing the process of closing deals, your team will be able to spend more time selling and less time on administrative tasks.
Another SMART sales goal that can be achieved by improving the sales cycle is to increase the number of customers who convert to long-term repeat buyers. This can lead to higher profits and lower churn rates in your company.
Finally, SMART goals that focus on optimizing your team’s ability to build relationships with new and existing customers can also help you generate more profits over a longer period of time. This can be done by ensuring every customer interaction is a positive experience, which will help you build repeat custom and referrals.
To keep your sales team motivated, set specific targets and incentivize them if they reach them. Using tools like CRM software and sales dashboards can be helpful in achieving this.
Measurable
What is SMART Objectives in Sales?
SMART objectives are measurable goals that provide sales reps with a clear path to success. They also help sellers and managers make big-picture strategic decisions and stay focused on tasks that will move the needle toward their target outcomes.
There are two kinds of SMART goals in sales: activity-based and outcome-based. The former focuses on the activities that sales reps can control and are most effective at increasing their performance, while the latter focuses on metrics that are difficult for reps to influence but that are important for overall business growth.
An example of an outcome-based SMART goal might be “increase customer churn rate.” This type of goal is often considered the least actionable because it doesn’t involve any specific activities, and sales reps have less control over this metric than they do for an activity-based one.
Fortunately, a number of solutions exist to help sales teams and managers keep track of their SMART goals. These solutions include tools that turn sales data into easy-to-read charts and graphs for quick reporting. Some even offer mobile apps, so sales reps can monitor their progress on the go. Revenue Grid, for instance, allows sales managers to turn their team’s activity with opportunities and accounts into easy-to-understand reports in a matter of minutes. It’s an incredibly useful tool that’s available to even the most small organizations.
Attainable
SMART objectives are the standard framework for setting goals that drive sales. They include Specific, Measurable, Achievable, Realistic and Time-Based criteria to create a clear target that employees can work toward together.
A good example of a SMART goal is one that’s activity-based, such as increasing the number of guided demos that sales reps run each week. These goals tend to be the most actionable, as they are directly tied to a measurable desired outcome, such as an increase in sales volume.
The challenge with a SMART goal, however, is that it has to be both attainable and realistic. For example, if the goal is to eliminate all product discounts in six months, the goal may be too ambitious. This is because it’s hard to track whether or not you’re meeting that goal, and it’s difficult to make progress when you have no way of measuring your success.
Instead, set a SMART objective that’s a bit more realistic: The goal could be to increase the number of deals per month for the next three months. This is more achievable, and you can measure how well the team is doing by comparing their progress to last year’s numbers.
Another attainable sales objective might be for reps to take continuing sales education classes. This can be a great way for sales teams to keep up with changes in the industry, and it also increases their knowledge base.
Having goals that are attainable is essential for ensuring your sales team can work towards them, and it’s also a great way to encourage high-performing salespeople. It’s important to explain your goals to your reps, provide them with the tools they need to achieve those goals and reward them when they hit their targets.
Realistic
SMART goals are an important tool in sales because they help sellers set realistic and attainable targets that will improve their performance. Without well-defined goals to work toward, sales reps can get frustrated and lose steam.
Achieving sales goals requires a specific plan of action that aligns with your business strategy. SMART goals also provide you with a roadmap to success, which can be used to guide your team’s daily activities.
Before setting a goal, you should ask yourself whether it’s a SMART one or not. You should also determine if it’s relevant to your company’s objectives.
For example, if your sales team has a hefty goal of increasing average deal size, it doesn’t make sense to include an activity-based goal like “run five guided demos” on your list. It would be more useful to focus on increased conversion rates, which are much more measurable and trackable.
You can also incorporate a time-bound component to your sales goals by making them more specific. For example, rather than saying “increase average deal size,” you can state that you want to increase it by 5% each month for the next three months.
Finally, you should ensure that your SMART sales goals are attainable by examining your compensation and commission structure. If your team is currently earning a certain amount per sale, but you’re trying to grow, you should consider increasing their pay.
SMART goals should be achievable, but only when you know how to set them in steps. If you try to accomplish a long-term goal in a single shot, you’ll likely fail.
Time-Bound
What is SMART Objectives in Sales?
SMART objectives in sales are goals that are specific, measurable, attainable, relevant and time-bound. They are important for setting clear direction and keeping your team on track toward the goal. They also give you a way to monitor progress and track your success.
For example, if you set a goal to increase online trust with customers, that goal is specific and will help you track your progress. You’ll be able to see how many customers trust your brand online and how quickly those people convert to paying clients.
Another SMART sales goal is to reduce customer churn. This is an important metric to keep track of as it can have a negative impact on your profits. It’s particularly important for SaaS businesses with a subscription model that have a smaller number of paying customers.
Reducing churn is an important step in increasing customer lifetime value and keeping your customers happy and loyal. This can lead to repeat business and referrals, allowing you to grow profit in the long run.
When setting a SMART sales goal, make sure that it’s a relevant one that aligns with your overarching business goals and company values. This will ensure that your team is focused on the right things and not just chasing numbers.
Creating a SMART goal for your sales team can be a great way to motivate them and increase their performance. You can even reward those who achieve their targets and goals by offering them bonuses or additional commissions. Using a sales CRM software can also help you keep track of these goals and how your reps are doing. It can also provide insights into your sales process, making it easier to find ways to improve your overall sales process.
