From achieving results How many times have you wished the month would last longer than 30 days, just to have time to reach your sales target? The truth is that if this feeling occurs frequently, it is a sign that something is not right and needs attention. After all, the pressure for good results comes from all sides, since sales are what guarantee the continuity of the business.
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It turns out that, generally, when managers when voices really work realize that there may have been an error, they involuntarily end up thinking about how sales can improve. It is as if the “blame” for not achieving targets always falls on the sales team. But think about it: are there not flaws in previous processes?
It’s a bit uncomfortable to look at this considering export job search results from linkedin that what precedes the moment of negotiation with the client can be the responsibility of the manager himself, right? Poorly planned goals, marketing campaigns without proper direction and generation of unqualified leads are some examples. These situations contribute negatively and can prevent the team from reaching the sales target.
But don’t worry. In today’s article, we’ll cover more about these points and explain how they affect closing deals.
Poorly planned sales targets
In some cases, the lack of a well-planned sales target can from achieving results contribute to the company not achieving the expected results. Let’s suppose that when establishing the figures for the year, the company based itself on a sales forecast that was not supported by real data from the corporation. This can happen due to a lack of control, due to using suggestive data and not investing in the right tools. Of course, the goal of every business is to sell more and more. However, if the projection is not accurate, it is likely that managers will define figures that do not match the company’s reality.
And if they do not match reality, how will the sales team be able to achieve them?
Therefore it is essential that there is detailed
assertive monitoring of the future sales forecast.
Targets that are well above average, which are unlikely to be achieved, are a sure way to demotivate the sales team.
Untargeted marketing strategies
If you read this and immediately thought that the problem lies with marketing, don’t worry. The main reason why marketing strategies fail to achieve sales goals is the lack of communication between the sales team and the department. In fact, corporations should keep in mind that both sectors need to be seen as complementary. It seems unlikely that one could be successful without the support of the other. Marketing cannot develop efficient campaigns without information from salespeople. And the team cannot sell if there is no strategic marketing positioning.
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Therefore, if you, as a sales manager, are not very fax list involved with the department, know that this could be a big mistake. Talk to your employees and ask them about the challenges and barriers they encounter. Try to understand what your customers’ pain points are and how you could help them solve them. This allows marketing to create strategic content that will spark the interest of your target audience. Consequently, they will gradually begin to see the company as a reference for specific issues.
Once the materials start to delight people, your sales from achieving results team can communicate with more prepared leads. Since they will have already had a relationship with the company, even indirectly, the initial approach becomes more efficient.
Generating unqualified leads
In line with what we said earlier, when marketing strategies are not well structured, unqualified leads may be generated. This means that the target audience is not necessarily the one you consider to be your ideal customer.
This is what usually happens when sales and marketing departments don’t work as integrated as they should. As a result, the leads generated by the campaigns aren’t ready to move on to the next steps.
They may become good opportunities
but initially, they are people who are just researching or consuming the materials at an information level, for example.
However, by developing a strategic plan in which both sectors communicate and work together, it is possible to have more assertive qualification. Filters are created to identify qualified leads and the level of engagement with the company is monitored.
This way, salespeople can contact those who are “hotter” and willing to purchase a product or hire a service.
This is a very important point to be evaluated when the company does not reach its sales target. Looking only at the volume of leads generated does not mean that it is useful information for measuring and predicting closings. As mentioned, if the leads are not properly qualified, professionals can waste valuable time contacting those who are not interested in negotiating.
Pay attention to your sales target process
It is essential to look at the entire process in a broad way, from creating the strategy, through setting the sales target and even the moment of the approach.
Often the problem with not being able to close. Deals lies in the stage that precedes direct contact between the seller and the customer. However, in other cases, the situation may be related to the way in which professionals approach the customer.
But, before questioning the employees’ negotiating ability, assess whether there are any flaws in the initial flow.
When a company fails to meet its sales targets. Everyone becomes frustrated, as the marketing. Of products and services is what drives the corporation to success. Therefore, if you identify that there is a possibility of improving these 3 points listed, talk to our experts .