My Personal Sales Performance
Sales performance training programs such as Sandler, Meyers Briggs, Solution Selling, and Growth Dynamics have proven that measuring sales behavior leads to improved sales performance. You can use the Repfabric goals module to manage your territory planning and set goals you want to achieve for a variety of things such as new contact discovery, sales activity, opportunities won and lost, quotes you win, sales dollars you’ve booked, and more.
If you are unfamiliar with the basics of the Goals module, please read Goals: An Overview tutorial.
Defining your Goals
- Please ask yourself, “what are the most important goals I want to achieve for personal growth and making money?”
Make a list of those things. For example:
“My goal is to earn $100k this year personally. In order to do that, last year my efforts looked like this (new contacts, opps, etc you created from last year) and I earned $80k. Therefore, in order to make $100k, my sales funnel must look like:
- Make 10 new contacts per week (last year I only did two)
- Make 20 sales calls per week (last year I averaged 16)
- Find 5 new opportunities per week (last year I only averaged 3)
- Win 2 new opportunities per week (last year I averaged 1)
- Lose 3 opportunities per week (last year I never tracked losses)
- I must do at least $10k per month at this customer, $5k per month at this major customer, and so on….
Sectioning your goal by Time - weekly, monthly, quarterly, annually
Now that you have a rough idea of the goals you want to achieve, you need to decide what time frame or milestones need to be achieved along the way towards the larger goal. For example, since sales or commissions you earned are generally reported at the end of an accounting period,. those numbers do not make sense to be tracked weekly, but rather monthly (or possibly quarterly). Alternatively, daily behavior for managing new contacts you meet, sales calls you go on, opportunities and quotes you create and such are best managed weekly. Larger strategic goals can be measured quarterly or annually as checkpoints along the way towards your goal. If you have a five year goal to grow your territory to $10M in sales, but you are at $1M currently, an annual goal that divides at year 2, 3, and 4 so you can track your progress makes the most sense.
So take each of your goals above, and decide which time period you will use for each goal. As a guideline, sales activities are best measured weekly, while sales numbers are best measured monthly or quarterly.
Entering your Personal Goals in Repfabric
If your company has not already given them to you from the company strategic goals, you can create personal goals that are not tied to overall company goals (called parent goals). *Unfortunately your personal goals cannot yet be assigned to parent company goals.
Please review this short video (<6mins) for creating personal goals.
How am I doing? Reports on my Goals
Once your goals are in place, click on the left side graph icon to see a specific goal.
After you have opened the dashboard screen, select the “Break-up by” menu to surface more details:
