How do you set realistic and achievable sales conversion rate goals for your team or yourself?

Acho que o grande erro da maioria é não olhar para a qualidade da lead. Tem muita empresa se gabando de captar milhões de leads por mês batendo uma taxa de conversão de menos de 1%. Será que vale tanto esforço para uma captação ineficiente? Eu sou do time da qualidade > quantidade.

Understanding your own unique "math of sales" is crucial to being successful. Identify how many calls it takes for 1 live conversation, how many conversations for 1 meeting, how many meetings it typically takes to close 1 deal. Then you can work backwards to understand how many activities you need on a daily basis to hit your goals.

Setting realistic and achievable sales conversion rate goals requires a thoughtful and data-driven approach. Identify key metrics, such as lead-to-customer conversion rates, and assess trends. Consider external factors like market conditions and competitor activities. Understand your target audience and market dynamics. Involve the sales team in goal-setting to promote ownership and motivation. Regularly monitor and analyze performance against set goals. Adjust goals if necessary based on real-time feedback and market changes. Provide ongoing training and support to equip the team with the skills needed to meet targets. Celebrate successes and learn from setbacks. Recognize individual and team achievements to boost morale.

Analise o desempenho passado da empresa para definir metas de conversão realistas. Estabeleça metas específicas, mensuráveis e com prazo definido, alinhadas com os objetivos do negócio, levando em conta a complexidade do produto, o mercado-alvo e o ciclo de vendas.

Analyze Historical Data: Review past performance to identify trends and benchmarks. Understand Your Sales Funnel: Evaluate conversion rates at each funnel stage and set specific goals based on insights. Consider Market Conditions: Stay informed about industry trends and adjust goals for external factors. Involve Your Team: Collaborate with team members for buy-in and create both team and individual targets. Make Goals SMART: Ensure goals are Specific, Measurable, Achievable, Relevant, and Time-bound. Provide Support and Resources: Offer training and tools to empower your team and foster a supportive environment. These steps will help you set achievable sales conversion goals that drive motivation and

Pour fixer des objectifs réalistes en matière de taux de conversion, je commence par analyser les performances passées et identifier les tendances clés. Ensuite, je prends en compte les ressources disponibles, telles que le budget et la taille de l’équipe, ainsi que les particularités du marché cible. Il est important d’établir des objectifs progressifs, en s’assurant qu'ils sont atteignables tout en restant ambitieux. Enfin, je veille à suivre les résultats régulièrement pour ajuster les stratégies si nécessaire.

While conversion rate is important, it's only one piece of the puzzle. It heavily depends on the type of offers you’re selling. I’d argue it’s more valuable to focus on metrics like LTV (lifetime value), market size, and average deal size. For instance, a 10% conversion rate on six-figure deals can be far more impactful than a 20% conversion rate on four-figure deals. High conversion rates are great, but if the deal size is small, it might not move the needle as much as fewer, bigger wins that bring more long-term value. It’s all about understanding the bigger financial picture.

Understand and create your ideal customer profile. Some questions to ask are: Who needs my product/service?, How and in what ways can I help?, What titles/roles are most relevant to my reach out?, and how much are they willing to pay?

Três passos simples: #01: Conhecer profundamente o cliente ideal; #02: Segmentar os leads por características e comportamento; #03: Personalizar a estratégia de vendas para cada segmento. Essa abordagem não só aumenta as chances de conversão, mas também torna a comunicação mais eficaz, pois você estará falando diretamente com as necessidades específicas de cada grupo de clientes. Concentrar esforços em leads que demonstram maior interesse e engajamento é um método eficiente, pois permite que você invista recursos nos prospects com maior probabilidade de conversão. Isso não só economiza tempo e energia, mas também aumenta a eficiência geral do processo de vendas.

In my experience in sales, I've been most successful when I set specific goals and metrics, ensure they are clear, quantifiable, realistic, aligned with business objectives, and have a deadline. SMART goals are Specific, Measurable, Achievable, Relevant, and Time-bound. Personally, my goals are based on my historical performance and what I believe is possible vs. organization quota and KPI metrics. For instance: "Secure five new enterprise clients, resulting in a 15% increase in quarterly revenue by the end of the fiscal year." This SMART goal helps with progress tracking, action adjustment, and celebrating achievements.

De longe o aspecto mais importante em metas SMART é o fator "mensurável", o "M". Você pode ter excelentes processos de captação, qualificação e conversão... se você não tiver uma meta mensurável, a sua percepção de performance será altamente prejudicada. Aqui, dê preferência para metas que somam dois fatores. Exemplo: ao invés de pensar apenas nas metas de "captação de XXX leads", pense em uma meta de taxa de conversão (%). Pode ser fácil alcançar 100 leads. Mas será que elas são qualificadas? Por isso a taxa é tão importante.

Ensuring the goals set for my team are mutually agreed upon has been vital for me. You may feel that your team will never agree to the level of results you need from them. I have found that it doesn’t matter how big the goal is if the employee doesn’t believe it to be achievable. To get true performance out of an employee they have to be a part of the plan and believe it to be achievable. Also consider that we may not have the right person on the team. If they can’t get behind and agree to realistic goals set before them then maybe this isn’t the role for them. What I can promise is you will be able to identify that much earlier if you prioritize goals to be mutually agreed upon rather than finding out later through underperformance.

Smart goals are only smart if you keep them in front of you and keep working on them. Writing one's goals into a book and losing the book is not conducive to real results. Start with the biggest long-term goals like the Big Hairy Audacious Goal - BHAG or the LifeTime Goal. Then do the 10 yr, 5yr, 3yr, 2yr, 1yr, 6mths, and then 90 days working backwards. Redo them quarterly. Build affirmations that you say daily around your goals. For example, if it is my goal to double my sales then I need to double my efforts and I should create affirmations like "Sales come to me easily, and I book 10 appointments each week. Everyone wants to buy from me." Create rewards for goals hit and consequences for goals missed. Use an accountability partner.

In my experience, setting realistic and achievable sales conversion rate goals isn't done in absolute terms, in and of itself. It should be determined against a potential, the potential of the individual and the potential of the market. Whereas the objective should be to reach this potential. Let say 15% is a good sales conversation ratio in the sector, but if this very good sales guy with his portfolio could easily reach 25%; you have lost 10%. for your team or yourself?

I like to use tools to monitor and evaluate results. Some CRMs are set up to help, but I love a good working calendar system where we track our Actionable Income Activities. Tracking the sales in the beginning, is not as important as tracking the leads, the appointments booked, the proposals delivered, the follow-ups done and the referrals collected. We need to measure the frequency of the activities that lead to a sale. New salespeople will often have a lower closing ratio, but if we measure what they are doing, and how often they do it, we can turn them into professional salespeople quickly through practice. Then the ratio will get stronger and they will see progress, and the company's bottom line will increase.