{"id":3897,"date":"2018-09-26T08:47:04","date_gmt":"2018-09-26T08:47:04","guid":{"rendered":"https:\/\/blog.synergita.com\/?p=3897"},"modified":"2026-03-13T06:28:25","modified_gmt":"2026-03-13T06:28:25","slug":"smart-goals-competencies-guide-for-your-sales-team","status":"publish","type":"post","link":"https:\/\/www.synergita.com\/blog\/smart-goals-competencies-guide-for-your-sales-team\/","title":{"rendered":"SMART Goals & Competencies Guide for Your Sales Team"},"content":{"rendered":"

Setting the right employee goals is half the battle won. Companies invest lots of time, effort and money to find innovative employee goals management. You may follow SMART goals, KPIs, OKRs or other approaches but it all starts with one very basic thing \u2013 defining the precise goal at individual, team and organizational levels.<\/p>\n

Every employee has unique goals based on their work roles.\u00a0 For instance, Salespeople may have a goal for customer acquisition, revenue targets, etc.\u00a0 QA Manager may have a goal of implementing the ISO 9000 process and getting the certification.\u00a0 Facilities manager may have a goal of having a new facility ready by the year-end.\u00a0 HR manager may have a goal of hiring and onboarding 150 new employees.<\/p>\n

Your goals can be short term or long term. But you should be able to track the progress throughout the goal period, review the achievements and assess the performance of your employees continuously. It gives an edge as deviations and disruptions can be detected early and rectified. When the progress falls short you can start improvising your process and get back on track. All these are possible only if you have precise and definite goals.<\/p>\n

What is a SMART goals management system?<\/h2>\n

Only if your goals are SMART, you can able to reap the desired results.<\/p>\n

To make your goals SMART, you have to make it<\/p>\n

Specific<\/strong> \u2013 Define the goals clearly<\/p>\n

Measurable<\/strong> \u2013 Define the milestones to measure the progress consistently<\/p>\n

Achievable<\/strong> \u2013 Identify the skills and resources needed to achieve the goals realistically<\/p>\n

Result-focused<\/strong> \u2013 Focus on the results and measure the outcomes<\/p>\n

Time-bound<\/strong> \u2013 Fix a time-frame to achieve the goal<\/p>\n

SMART goals are critical for managing the performance of your employees. Easy and simple to use Employee goal management software<\/a> helps you set and manage your employee goals.<\/p>\n

\"SampleSample goal form | Synergita<\/p>\n

Here are the SMART goals library and competency library for your sales team.<\/p>\n

SMART Goals Library for Sales Team<\/h2>\n

The Sales Goals Library deals with the functional goals of the sales professionals – be it sales executives, corporates sales managers, sales \u2013 operations head and sales \u2013 VP. It can be tweaked and reframed to fit the organizations\u2019 needs.<\/p>\n\n\n\n\n\n\n\n\n\n\n\n\n\n\n
Sales Goals\/KPI<\/th>\nDescription<\/th>\n<\/tr>\n
Customer Acquisition<\/td>\nQualify Prospects<\/td>\n\n
    \n
  • Creating the ideal customer profile<\/li>\n
  • Identify the potential customers need or desire for the product or service<\/li>\n
  • Understand their financial prowess to buy<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Understand Customer Buying Process<\/td>\n\n
    \n
  • Identify the persons who make the buying decision<\/li>\n
  • Time frame of the customer to make the buying decision and purchase<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Handle Objection Effectively<\/td>\n\n
    \n
  • Understand your customers\u2019 real concern<\/li>\n
  • Address their concerns sincerely to build credibility<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Close Business on Time<\/td>\n\n
    \n
  • Create a sense of urgency such as a deal with a deadline to close the sale quickly<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Sales Target<\/td>\nForecast Accurately<\/td>\n\n
    \n
  • Consider business environment, trends of your product or service, lifecycle of your product to forecast sales<\/li>\n
  • Use past sales data model to develop a realistic forecast<\/li>\n
  • Implement rolling forecasts with consistent periods<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Understand Your Sales Process<\/td>\n\n
    \n
  • Clear understanding of the steps involved in your sales process<\/li>\n
  • If possible customize the sales process to the specific prospect<\/li>\n
  • Determine at which step each of your prospects is at present<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Negotiate for Mutual Success<\/td>\n\n
    \n
  • Negotiate smartly and create a win-win deal for your company as well as customers<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Achieves Revenue Targets<\/td>\n\n
    \n
  • Breakdown your revenue targets into quarterly goals<\/li>\n
  • Improve prospecting, pipeline building and reduce the length of the sales process to achieve your goals faster<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Pipeline Building<\/td>\nEngages C Level Executives<\/td>\n\n
    \n
  • Build a long-term relationship with C-level executives<\/li>\n
  • Ability to connect and engage them at their standards<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Leverage Referrals<\/td>\n\n
    \n
  • Ask referrals from existing customers to build a strong pipeline<\/li>\n<\/ul>\n<\/td>\n<\/tr>\n
Sells Business Values and Results<\/td>\n\n