36 Tips for Achieving Sales Goals and Improving Performance

By Indeed Editorial Team

Updated October 6, 2022

Published September 30, 2021

The Indeed Editorial Team comprises a diverse and talented team of writers, researchers and subject matter experts equipped with Indeed's data and insights to deliver useful tips to help guide your career journey.

Creating sales goals can be an important aspect of ensuring that a business consistently maintains or increases its revenue. Setting these objectives can help employees track their progress and recognize how their efforts contribute to the success of the organization overall. Understanding how to meet them can ensure that you use the most effective strategies and execute your tasks successfully.

In this article, we review what sales goals are and provide 36 tips to help you achieve them.

Related: Types of Business Goals that Drive Success

What are sales goals?

Sales goals are benchmarks that members of an organization create in order to track their progress and ensure that their business grows and remains profitable. They may focus on a specific metric or key performance indicator (KPI) in order to evaluate a business's quality, efficiency or marketing success and their impact on sales and revenue. There are a variety of sales goals a company can set to improve overall profit and manage productivity, including:

  • Minimizing customer churn

  • Increasing monthly revenue

  • Reducing customer acquisition costs

  • Raising customer lifetime value

Related: 6 Types of Effective Sales Goals

36 tips for achieving sales goals

Here are some tips to help you and your company achieve sales goals:

1. Boost the value of your average sale

Increasing the value of your average sales can help you boost your profit and revenue without increasing your number of sales and time spent developing additional leads. Consider adding an extra feature or option to your client proposals to add value to your sales.

2. Monitor your sales activities

Consider monitoring your sales activities by consistently measuring a few particular metrics or KPIs. This can help you identify which practices contribute to reaching your sales goal and which areas may benefit from improvement.

3. Minimize the duration of the sales process

You may struggle to meet your goals if your sales procedure is lengthy and complex, so consider reducing the duration of this process to help achieve your objectives. Consider creating a clear three-point agenda before speaking with a sales prospect to ensure that you remained focused and brief.

4. Enhance your close rate

If you improve your close rate, you may require fewer leads and can spend more time nurturing successful deals and improving customer service and satisfaction. Consider altering your pitch to highlight the value of your product and how it can address your prospective client's priorities or concerns.

5. Seek referrals from previous clients

Client referrals can help you save time and money by contributing to your outreach and word-of-mouth marketing for free. They can help you improve brand awareness amongst your target audience, so consider asking for referrals to help achieve your sales goals.

6. Push beyond client hesitancy

Persistency can be an important aspect of nurturing a lead and may help you combat any of the client's initial hesitancy or reluctance. If the client isn't interested in the deal currently, consider making a note in your schedule to contact them the following quarter.

7. Network with people who may provide additional leads

One way to improve sales and achieve your goals is to use your contacts and network with people who may provide additional leads and clients. Consider reviewing your social media platforms and review who may interact with potential prospects to find new potential customers.

Related: 15 Essential Sales Tips That Drive Sales and Business Profit

8. Designate time to prospect

Prospecting can be an important aspect of meeting your sales goals, so consider dedicating a specific period of time every week to search for clients who may be interested in your product. It may benefit you to clearly understand the individuals who can benefit from your organization's goods or services so you can appeal to them directly.

9. Meet with a small group of colleagues or trusted friends

You may benefit from receiving feedback and support from other like-minded professionals, so consider meeting with a small group of colleagues or trusted friends. Talking with others can help you review your progress and plan your trajectory, and may help keep you accountable throughout the process.

10. Track your pipeline

Consider monitoring your pipeline closely and notice if it begins to get low, as this can encourage you to refocus your attention and boost your sales. Analyzing your pipeline can help you recognize where to direct your efforts in order to stay on track and meet your objectives.

11. Review your weekly progress before setting new goals

Reviewing your weekly performance can allow you to make informed decisions before setting goals for the upcoming week. You can reflect on things that went well and identify aspects of your strategies that may benefit from improvement.

12. Perform quarterly progress reviews

Consider creating a list of three fundamental priorities for every quartet that your team can use to focus and direct their smaller sales goals. This can ensure that all members contribute to the same overall outcomes and have a shared focus.

13. Create activity objectives

One aspect of your plan may include outreach activities goal to encourage the execution of sales-related tasks, including emails, phone calls and appointments. In addition to tracking sales, this can help you identify the activities that yield the highest rate of lead generation or deal closure.

14. Improve your customer service techniques

Prioritizing customer satisfaction can help an organization improve its reputation within its industry, so improving customer service may help clients trust your business and remain loyal to the company. This can help drive sales because customers may share their experiences with other prospective clients.

Related: 14 Steps To Succeed in Sales

15. Use data to help set sales goals

One way to ensure that a team can achieve their sales goals is to set objectives based on data and objective information, rather than a manager's opinion or preferences. Market research can also inform salespeople about clients' preferences and priorities, which is information they may use when meeting with a prospect.

16. Consider setting smaller targets

If you notice that you or your team members struggle to meet large sales objectives, consider breaking them down into smaller goals that professionals may feel more comfortable achieving. This can help build employee confidence and morale, which may help them approach deals with an enthusiastic perspective.

17. Keep sales team members informed and educated

A company may benefit from considering its sales team members' strengths, weaknesses and areas of expertise before deciding on their new objectives. Businesses that dedicate time to employee's professional development can help staff members improve their performance and show them they're an asset to the team.

18. Outline and prioritize your goals

Highlight the goals that generate the most value for the organization and collaborate with your team members to prioritize the objectives according to importance and outcome. This can help the entire team handle tasks and achieve milestones together.

19. Take care of your health

Regardless of whether you're a team leader or amongst a group of salespeople, it's important to take care of your health and ensure that you're getting enough rest and relaxation. Feeling well-rested can help you maintain your energy and focus when meeting with prospects or closing deals.

20. Reward yourself and others for their efforts

If you don't close a deal or your team misses their weekly objectives, it may feel discouraging. Rather than dwelling on these events, reward yourself and your colleagues for their skills and efforts, and stay positive about new potential clients or in-progress leads.

21. Learn more by asking open-ended questions

When speaking with a prospective customer, consider asking open-ended questions to invite discussion and learn more about what they value and prioritize. This can allow you to tailor your approach to their specific requirements, which may help you close the deal.

22. Improve the effectiveness of sales managers' approaches

Sales managers and coaches can lead and encourage their team's efforts and strategies, so improving the managers' approaches may benefit all members of an organization. A sales manager can invite feedback and collaboration to understand the salespeople's requirements or concerns.

23. Practice active listening

Active listening can help you learn about the customer's problems or desires. This strategy involves avoiding interrupting and noticing the speakers' body language and non-verbal communication, as well as the words they share.

24. Focus on problem-solving rather than a particular product

While professionals may try to pitch products to customers based on their interests and priorities, they may have more success by addressing a client's problem and helping them develop a solution. Helpful conversations can show a client that your organization cares about their concerns and create innovative solutions to them.

25. Reflect on your unique selling position

Review what makes the business you work for different from its competitors. You can use this unique perspective to connect with prospects and identify the value of your organization.

26. Communicate agendas and intended outcomes

A sales team may benefit when all of its members understand their objectives and how they relate to a greater goal or outcome. Communicating agendas can help an organization keep its members informed and collaboratively working toward the same initiative.

27. Maintain customer relationships with account management

Account management can help you ensure client satisfaction and keep lines of communication open between the organization you work for and its customers. This can help you increase revenue by maintaining or improving customer retention.

28. Concentrate on your client's timeline

While it may be tempting to focus on your sales deadlines, concentrating on your customer's timelines can help you make a meaningful connection and show them that you care about their priorities. This may help you close a deal and improve the client's experience.

29. Avoid talking negatively about competitors

Rather than speaking negatively about your competitors, ask the consumer questions about their concerns or values that highlight how your product or organization can accommodate their requests better than other businesses in the industry. This can help you improve your reputation without discussing your competitors.

30. Show your gratitude

Prioritize thanking your customers for their business and continued support. Thank you cards or emails can easily make a lasting impression on a client and encourage them to maintain their loyalty.

31. Consider the team's strengths

An organization may benefit from recognizing the team's strengths and utilizing the methods and strategies that allow them to excel. Communication throughout the sales team can allow individuals to express what helps them succeed and how to nurture these techniques.

32. Utilize virtual selling

If applicable to a business and its industry, an organization may implement virtual selling strategies to reach a wider array of potential clients. This can help a sales team reduce travel time and dedicate more energy to preparing for appointments and nurturing leads.

33. Remain thoughtful

Thoughtfulness can help show prospective clients that you care about solving their problems and addressing their preferences. This can make your business more meaningful to the sales team and potential customers.

34. Do what motivates and inspires you

Having fun and enjoying what you do can help you meet every deal with enthusiasm and positivity. Not only can this help you enjoy your profession, but it may prove to the client that you genuinely care about them and their requirements or priorities.

35. Set targets for the upcoming year

Once a year, an organization can host a meeting of its sales employees to discuss their progress and set new objectives for the upcoming year. Professionals may reflect on the overall initiatives that can benefit the company and how to implement them in the coming months.

36. Review your goals daily

Consider reviewing your sales goals every day before you start to handle your tasks and responsibilities. This can help you stay focused and prioritize the most important aspects of your day.

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