All seasoned construction sales executives know how important it is to set goals for their team. However, in order to be able to successfully set sales goals you need to have a great deal of knowledge about your area of work and understand the customers expectations. Construction industry is quite competitive so in order to be able to set and meet goals you need to have vision and creativity.
Why Setting Goals Is So Important?
If you want your sales teams to prioritize their work and plan their time you need to encourage them so they are always on track and focused on meeting their quotas. You need to hold all members of your construction sales team accountable and setting performance goals will help do just that. By having goals in place from the get go your team will be able to visualize the end result and have an easier time meeting the sales goal. Visualisation is an important tool that allows people to reach their goals quickly.
Having specific and measurable goals also keeps the sales team motivated. You might have to adjust your goals or set new ones as the year progresses as it is a natural part of the planning process. For instance, if your team was able to find buyers for 10 used tractors for sale last year, you can set 15 tractors as this year’s goal. You can easily recognize when the team is ready to move towards achieving the new target by looking at their progress.
Best Practices for Setting Construction Sales Goals
According to Harvard Business Review if most salespeople are missing goals the problem is not the people but their goals. If you want to grow your business you need to understand the science behind setting construction sales goals. The following are a couple best practices that you can adopt to set goals for your construction sales team.
Sales Goals Should Be Based On Target Revenue
By the time you are setting goals for your construction team you should already know your target revenue. Make sure that you consider the previous year sales along with everything else when setting goals. You also need to look at other factors such as who your best sales reps were last year and whether or not they are still with you. Make sure to analyze the data collected from both new and existing clients and set different goals for each of them.
Adjust Your Sales Goals According To The Forecasting
When the new year starts you will be able to forecast the current year’s revenue once the sales start coming in. Make sure that you adjust your sales goals according to your forecasting. It is important to have realistic sales goals, you can use different sales forecasting methods to determine how the year would turn out.