How To Set Sales Goals For Your Inside Sales Team?


Setting sales goals for your inside sales team may seem daunting, but if you take the time to develop clear and attainable goals, your team will be able to achieve great success.


How will you set practical goals for your inside sales team if that’s the case? In this blog, we’ll share the details about setting the goals for an inside sales team that will effectively increase sales productivity.


 1. Set realistic goals


You should set realistic goals for your inside sales team. If you have too high expectations, you will be disappointed and frustrated, and your sales team will lose motivation.


Equally, if your goals are too low, you won’t be challenging your team enough, and they’ll quickly become bored. The key is finding a happy medium and setting achievable goals that still require effort. 


For example, inside sales teams are typically measured by the number of calls they make, the number of appointments they set, and the number of sales they close. So, a worthy goal to develop might be ‘make 100 calls per day, ‘set 10 appointments per week’, or ‘close two deals per month. Setting achievable but challenging goals will keep your team engaged and motivated and help them to reach their full potential. 


When setting sales goals for your team, it is vital to keep the following factors in mind:

  • What are your business’s overall objectives?
  • What are the capabilities of your sales team?
  • What is the current sales pipeline?
  • What is the sales cycle?

Having predefined objectives can make it easier for you to map your goals and make them more achievable. 


 2. Break your sales target


When setting sales goals, it’s essential to consider the needs of your inside sales team. Their job differs from traditional salespeople, who typically build relationships and generate new leads. Instead, they are responsible for closing deals and achieving results. Their goals should reflect this difference. 


To set practical goals for your inside sales team, start by looking at your overall sales targets. Then, you can break down these targets into specific quotas for each rep. Once you have a clear idea of what you want your team to achieve, you can create measurable objectives that will help them stay on track. 


 3. Goals in line with the overall strategy of your business 


Ensure sales goals are aligned with the overall strategy of your business. Inside sales teams should work towards the same overarching objectives as the rest of the business.


For example, if your business aims to increase market share, the inside sales team should focus on generating new leads and closing new business. Similarly, if your business seeks to grow revenue, the inside sales team should focus on upselling and cross-selling current customers.


  4. Promotion and incentive


Inside sales teams are responsible for generating revenue through direct contact with potential customers. To properly incentivize your inside sales team, you need to consider what motivates them and how you can align those motivations with your business. 


While every team is different, some common motivating factors include recognition, financial rewards, and career advancement opportunities. By offering incentives that address these needs, you can encourage your team to perform at their sales best. 


Related: How to reward your team members for their success


 5. Provide adequate resources and support


This includes data and market intelligence access, quality leads, and adequate funding. Without these resources, it will be difficult for inside sales teams to hit their targets. In addition, businesses should provide training and development opportunities for inside sales representatives. Finally, businesses can create a more effective and efficient sales force by investing in growth. 


Now you know sales goals are essential for an inside sales team. We have outlined different ways to set goals for an inside sales team. As a result, you can maximize your team’s potential and achieve the target sales quota for an extended period.


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