Goal setting is essential for sales teams. But, setting goals alone does not improve the odds of success. You need to define your goals and work backward to articulate what your team needs to be doing on a day-to-day basis to achieve the goal.
Working Backwards: A Goal-setting Framework
For every goal that you set for your team, start with the output metric. Then, work backward to the quality and input metrics.
Output metric is the target outcome you set for every rep, say convert 10 prospects every month.
Control or Quality Metric:
Control or quality metric is the equivalent of the resources required to achieve the goal. In this case, number of prospects that need to be contacted by every sales rep to achieve their target.
Input metric is day-to-day controllable target that each sales rep needs to achieve in order to accomplish the overall goal/ output metric. For example, this could be the number of activities or touch points to be completed by every sales rep.
Implementing the Game-changing Framework on Klenty
Goals on Klenty are designed to help you set targets for your team, translate goals into daily sales activities, and track daily progress. You can set three goals on Klenty:
1. Output Metric a.k.a Conversion Goal
Conversion goal is an output metric that measures the number of conversions or meetings booked by each sales rep in a time frame.
Now it is time to start working backwards.
2. Quality metric a.k.a Prospect Goal
Prospect Goal is a quality metric that can be set to measure the number of prospects contacted in a given time. This helps you analyze whether your reps are burning through your prospects list or contacting the right number of prospects to hit their quotas.
You can set prospect goals to contact Any prospect(s), New prospect(s) only, or Accounts.
3. Input Metric a.k.a Activity Goal
Activity Goal is an input metric that can be set to measure activities that a sales rep completes in a given time. Input metrics are direct, and as a result, are easier to work toward because every sales rep has 100% control over the activities they can complete.
Activity goals are the milestones that guide your team to their conversion goals. On Klenty, you can use the activity goals to track the completion of calls and tasks, such as LinkedIn, WhatsApp, or Text Messaging tasks.
You’re all set. Log in to Klenty and set goals for your team today!