If you are a member of a company, you know that the success of our business depends very much on sales. To achieve long-term sustainable growth, it is necessary to establish business goals that we can help increase consistently.

In this article, you will understand:

• or that only commercial goals;
• How your business goals help increase your sales.

Continue reading and confirm!

Or what are your business goals?

Business goals are objectives defined by a company or sales team to direct and guide its business activities. These goals are designed to help the organization achieve its financial and growth objectives and may include purposes related to sales, revenue, profit margin, market share, among others.

Some examples that can be used:

1. Increase in sales

This goal is common and refers to the quantity of products or services that a company sells in a certain period.

It can be defined as a percentual increase or absolutely, as an exact value. For example, the goal may be to sell 20% more in relation to the previous quarter or to reach a sales value of R$500,000.00 in the next semester.

2. Melhoria in the margin of profit

This goal, in turn, involves increasing the profit margin from each sale made.

It can be defined in terms of percentages or monetary values. For example, the goal may be to increase the profit margin by 5% in relation to the previous quarter or to increase the revenue generated by each salesperson by R$ 10,000.00 in the next semester.

3. Increased efficiency of the sales team

Increasing the productivity of the sales team and the effectiveness of commercial strategies has very desirable results for companies.

This objective can be defined in terms of time spent in each stage of the sales process, number of connections made, number of meetings scheduled, among others. For example, the goal may be to increase the sales conversion rate by 10% in relation to the previous quarter or reduce the average business dating time by 30%.

4. Increase in average ticket

Selling more is interesting, but increasing the sale of the most expensive products and services of the organization is still better, right?

Therefore, this goal refers to increasing the average value of sales made by the company. For example, the goal may be to increase the average ticket to R$ 50.00 in relation to the previous quarter.

5. Increased customer loyalty

This goal is to increase customer satisfaction with the products or services offered by the company.

It can be defined in terms of customer satisfaction index, number of complaints received, renewals, among others. For example, the goal may be to increase the customer satisfaction rate by 5% next year or to achieve 20% more renewals in relation to the previous semester.

How do your business goals help increase sales? Check 5 ways

Business goals can be used to increase a company’s sales in a variety of ways, including:

• set specific sales goals;
• monitor the performance of the sales team;
• approximate marketing and sales;
• identify cross-selling and up-selling opportunities;
• Use a CRM to manage sales goals.

The effective use of a CRM can be an important factor in achieving these business goals and increasing company sales. Understand more to follow:

1. Define specific sales goals

When the established goals are clear, measured, achieved and relevant, it is easier for the sales team to direct their efforts to achieve them.

In this way, with more optimized actions not day by day, the chances of dating increase quite a bit. This is especially important for highly complex consultative services, which require many steps and stages of negotiation.

2. Monitor the performance of the sales team

Once the objectives are very well defined, it is possible to understand the strong points and the advantages within the atuação of the commercial team. Likewise, it is possible to direct specific training for sellers who need to improve in a certain area or correct internal processes so that their dealings with clients become more efficient.

As a consequence, the company has a much clearer direction of its next steps and can invest in growth with more clarity.

3. Bring the sales area closer to the marketing area

Even though your sales time is the best in the world, it is impossible to increase conversions if the leads that you are looking for are unqualified and not interested in the product or service that you offer, right?

For this reason, it is crucial that the marketing area talks with the commercial area. Isso involves actions such as:

• lead qualification reports;
• adjustments to marketing strategies;
• I understand two reasons for loss.

4. Identify cross-selling and up-selling opportunities

If there are goals set for cross-selling and up-selling, there are more chances that sellers will seek to identify interesting opportunities. Assim, it is possible to get more sales or increase the average ticket of your business.

5. Use a CRM to manage sales goals

A CRM (Customer Relationship Management, or Customer Relationship Management) can be used to:

• establish and manage sales goals;
• accompany the performance of the commercial team;
• Create reports to visualize sales data to help companies identify patterns and opportunities for success.

Well, it is capable of helping any other sales increase strategy that we mention here, being an essential software for the operation of any organization.

If you want to understand better, see how to find the ideal sales CRM for your business and see that your conversions will increase!