6 Strategies for Goal Setting in Sales

by Vinny Hassan in December 9th, 2022
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Successful businesses know that goal setting is a critical part of any sales plan. Without specific, measurable, attainable, relevant, and time-bound goals, tracking progress and determining whether or not you're meeting your targets is impossible.

However, goal setting can be daunting, especially if you're unsure where to start. Luckily, we've put together a list of six sales goal-setting strategies that will help you get on the right track.

1. Know Your Objective

The process of goal setting can be broken down into a few simple steps, but it's essential to understand your objectives before you get started. Your goal should be specific, measurable, attainable, relevant, and time-bound SMART. That means it is clear what you want to do, you can measure how well you are doing, it is something you can achieve if you try hard enough, it is important to you, and it has a time limit.

Once you know what you want to achieve, you can begin to put together a plan to make it happen. Goal setting is essential for any business owner or manager who wants to see their company succeed. By setting specific goals and creating a detailed plan of action, you can increase your chances of achieving success.

2. Do Your Research

Utilizing data from previous quarters will help you understand how much the average customer spends with your company over a year, your close rate, and how many new leads you need to generate to reach your sales goals.

With this information in hand, you can set targets based on factual data instead of guesswork. As you strive to meet your goals, continue to monitor your progress and adjust your targets accordingly. By taking the time to do your research upfront, you'll be setting yourself up for success.

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3. Set Quantifiable Goals

In the goal-setting process, it's vital to set quantifiable goals. This way, you'll be able to track progress and determine whether or not you're on track to meet your targets.

For example, rather than saying, "I want to increase my close rate," say, "I want to increase my close rate by 10%." By setting a measurable goal, you can more easily track your progress and make adjustments as needed.

Additionally, quantifiable goals will help you establish a clear action plan. Without a specific and quantifiable goal, it can be challenging to determine what steps need to be taken to achieve success.

4. Delegate Responsibilities

Once you've set your goals, delegating responsibilities among your team members is essential. This will ensure that everyone clearly understands their role in meeting the company's objectives.

When delegating tasks, consider each person's strengths and weaknesses. You should also give clear instructions and provide adequate support. Taking these steps can help ensure that your team can work together effectively to achieve your business goals.

5. Create a Timeline

Without goals, measuring progress and identifying areas needing improvement can be challenging. One way to ensure that goals are achievable is to create a timeline for each goal. This will help ensure everyone is held accountable and the objectives are achieved promptly.

A timeline will also help you track progress and identify any potential roadblocks along the way. By taking the time to create a timeline for each goal, you can increase your chances of success and help your organization achieve its objectives.

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6. Celebrate milestones

Celebrating milestones is a great way to maintain momentum within an organization. Recognizing and rewarding employees for their achievements is essential to keep morale high. By celebrating, individuals and teams are reminded of their progress and are motivated to keep moving forward.

This sense of accomplishment can also help to build unity and foster a positive work environment. Furthermore, celebrating milestones is a crucial way to show appreciation for employees' hard work. When employees feel valued, they are more likely to be engaged and productive.


Goal setting is an essential part of any successful sales plan. By following these six strategies — knowing your objective, doing your research, setting quantifiable goals, delegating responsibilities, creating timelines, and celebrating milestones — you can develop targets that are SMART (specific, measurable, attainable, relevant & time-bound) and ensure that your team has the structure and support they need to hit their targets.

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