Know how to set the right goals
Posted: Sat Apr 19, 2025 4:38 am
Many companies set the wrong types of goals for their staff by focusing solely on "results-oriented goals." This is less effective than setting activity-based goals , which range from speaking to a certain number of prospects every day to conducting demonstrations. These types of sales goals shift the focus away from the goal of closing deals or selling, and center team management on the individual activities that drive success.
Koukaz emphasizes that "you must optimize for success and know the numbers you need to understand and measure—those that improve your funnel activity. Think of creative ways to engage prospects to increase your top of the funnel."
4. Add more opportunities
If you lead a sales team , you'll need to know how to add opportunities to your sales pipeline . To achieve this, you might consider setting a daily or weekly goal to add potential deals. They can come from anywhere, so leverage your existing assets, such as referrals from your customers and connections with past contacts.
5. Maximize your conversion rates
You can improve your conversion rates by ensuring you're targeting the right people in an organization. It can be difficult to reach decision-makers. But the best salespeople try to avoid wasting time with investor database people who can't buy their product or service. Be proactive in reaching out to these potential customers and don't wait for them to come to you.
It's also important to understand the purchasing process in your target organization. "In some cases, you only need to communicate with and get approval from one person in an organization," says Koukaz. "But with more complex sales, you'll need to canvass an entire organization, which multiplies the number of contacts (or communications)."
Koukaz offers up to 3 steps to improve conversion rates:
Understand your environment very well and know what is considered “normal” in that type of sales process.
Understand who is buying your product or service
Learn about their purchasing process
You can also maintain an optimal “ target customer profile ” to help foster prospecting and relationships with potential clients who fit your qualifications. Koukaz even suggests creating multiple buyer personas. Integrate your understanding of your clients' businesses into this profile to ensure you're meeting their needs and selling desires more effectively.
Koukaz emphasizes that "you must optimize for success and know the numbers you need to understand and measure—those that improve your funnel activity. Think of creative ways to engage prospects to increase your top of the funnel."
4. Add more opportunities
If you lead a sales team , you'll need to know how to add opportunities to your sales pipeline . To achieve this, you might consider setting a daily or weekly goal to add potential deals. They can come from anywhere, so leverage your existing assets, such as referrals from your customers and connections with past contacts.
5. Maximize your conversion rates
You can improve your conversion rates by ensuring you're targeting the right people in an organization. It can be difficult to reach decision-makers. But the best salespeople try to avoid wasting time with investor database people who can't buy their product or service. Be proactive in reaching out to these potential customers and don't wait for them to come to you.
It's also important to understand the purchasing process in your target organization. "In some cases, you only need to communicate with and get approval from one person in an organization," says Koukaz. "But with more complex sales, you'll need to canvass an entire organization, which multiplies the number of contacts (or communications)."
Koukaz offers up to 3 steps to improve conversion rates:
Understand your environment very well and know what is considered “normal” in that type of sales process.
Understand who is buying your product or service
Learn about their purchasing process
You can also maintain an optimal “ target customer profile ” to help foster prospecting and relationships with potential clients who fit your qualifications. Koukaz even suggests creating multiple buyer personas. Integrate your understanding of your clients' businesses into this profile to ensure you're meeting their needs and selling desires more effectively.