Step 6 — Set Sales and Marketing Goals

Goals are critical to your success. A “wish” is a goal that hasn’t been written down. If you haven’t written your goals, you’re still just wishing for success. When creating your goals use the SMART formula. Ensure that your goals are, (1) Sensible, (2) Measurable, (3) Achievable, (4) Realistic, and (5) Time-specific.

 

Your goals should include financial elements, such as annual sales revenue, gross profit, sales per salesperson, and so on. However, they should also include non-financial elements such as units sold, contracts signed, clients acquired, and articles published.

 

Once you’ve set your goals, implement processes to internalize them with all team members, such as reviewing them in sales meetings, displaying thermometer posters, and awarding achievement prizes.