Here's how you can align your performance goals with the company's objectives in technical sales.

In my view Goals should be structured as follows: 1. Financial goals - Revenue growth, Market Share growth, connected with overall organizational EBITDA targets/top line etc. 2. There should be personal development goals. I.e. training hours, specific training subjects, soft skills or technical. 3. New ideas or process optimization goals. 4. Goals around team work and team collaboration, cross corporate marketing, lead generation etc. 5. Customer satisfaction gaols, achieving KPI’s, NPS 6. Client retention goals.

Understand the Company's Growth Strategy Review the company's growth strategy - whether it is product-led, sales-led, marketing-led, or customer-led growth. This shapes the go-to-market approach. Understand your role and responsibilities in executing that growth strategy. Using the RACI (Responsible, Accountable, Consulted, Informed) model for role clarity

Understanding the company's overarching objectives is the first step to aligning your performance goals. This means: 1- Paying close attention to targets like revenue growth 2- Market expansion 3- Customer satisfaction Once you have clear goals, then you can create personal targets that contributes to the outcomes. For example, if your company aims to drive growth in a new vertical, it makes sense to prioritize developing expertise in that sector, focusing on nurturing potential leads, and tailoring your sales strategy accordingly. Also, creating my own Annual GTM helped me tremendously in the last couple of years.

There are important points to have goals aligned with the organization: A ) Goals must be consistency with company goals B) Goals can be easily measured independent of business complexity once all individuals have to be in same page when concerned to the communication and deployment C) Fast to revise when scenarios change affecting the pre conditions established before Company goals shall be an extra motivation factor once in a organization that works it at excellence all areas of the company will feel a sense of participation and importance in the results contribution.

Entendo que devemos: 1. Definir KPIs específicos para vendas técnicas (ex: número de demos, taxa de conversão); 2. Estabelecer metas individuais e de equipe alinhadas com objetivos de receita; 3. Implementar um CRM; 4. Criar um plano de desenvolvimento de habilidades técnicas e de vendas; 5. Realizar reuniões regulares para analisar e ajustar estratégias; 6. Incentivar a colaboração entre equipes de vendas e técnica; 7. Oferecer treinamentos sobre os produtos/soluções e técnicas de vendas consultivas; 8. Estabelecer um processo de feedback contínuo nos vendedores e clientes; 9. Implementar um sistema de recompensas baseado em desempenho e metas; 10. Revisar e ajustar as metas periodicamente com base nos resultados e mudanças de mercado.

POV: Sr Enterprise Core Sales Rep Study your commission compensation plan. Where are the amplifiers? Are there any de-cellerators? In sales a company *should* be incentivizing sales people based on what solutions they want sold. So if you're paid 2x on cloud sales, but 0.8x on security solutions, every conversation with a new customer should be driven towards cloud exploration.

In my experience, there are some ways to manage company goals, and all of them will depend mostly on the type of company. -Old Style companies: goals for these companies tend to be short or mid term. You have to work to create lines of supporting revenue for the next Qx quarters, and this is going to be your main task. Usually, the customers of these kind of companies are large and are tightly linked to the solutions of the company. -Startups: it seems that it goes against sense, but startup have a long term vision in which you have to adapt your way of working, generating revenue in very short term deals but looking at long term strategy. -Niche companies: these kind of companies set the goals very tight to their niche business.

Setting SMART goals has been a game changer for me... When you break down targets into specific, measurable, achievable, relevant, and time-bound steps, it becomes so much easier to stay on track and feel motivated. For example, if the company’s goal is to increase our sales by 20%, my personal SMART goal might be to close five new client contracts by the end of the quarter. This goal isn’t just a number - it's aligned with the broader mission, and it’s achievable because I know I have the resources and skills to make it happen. Plus, having that clear deadline helps keep me accountable and focused.

Identify Relevant Performance Metrics Based on the growth strategy, identify the key performance indicators (KPIs) that are prioritized and align your goals accordingly. For example: For product-led growth: Product adoption, user activation, conversion rates For sales-led growth: New bookings, average deal size, sales cycle time For marketing-led growth: Lead volumes, Marketing Qualified Leads (MQLs), Sales Accepted Leads (SALs)

Regular check-ins with my manager/director is key to staying aligned. I’ve found that weekly & monthly reviews really help ensure that I’m not just hitting my targets but also staying adaptable to any changes, whether it's new market conditions or shifts in strategy. For example, if a new competitor enters the market, you might need to pivot and focus more on differentiating your solution. It’s all about staying flexible while keeping your goals relevant.

This seems obvious, but it's key to be aligned with the company goals. Try to collaborate at all levels that you can, from sales to product, marketing, renewals, customer success... There will be goals that are set at global level, but for you day by day work, the most important ones will be the ones set buy the different BUs. You will have to adapt to different times, for example short time and big load of work coming for sales and a long term vision that many times is not aligned with that way of working of product and engineering departments. You have to adapt the way you collaborate with them having in mind their goals and sensitivities.

Leverage Data and AI/ML Capabilities Take advantage of data aggregation, advanced analytics, and machine learning capabilities to better target prospects, personalize messaging, forecast accurately, and coach effectively. AI can optimize outcomes like lead quality, deal acceleration, and intelligent deal-coaching.

Technology is often about identifying and addressing new trends for the benefit of clients. Disruption is inevitable, and it's crucial to provide feedback from the field to relevant teams, so we can stay ahead with innovative solutions. I have been fortunate to receive extensive sales and technical training with most of the organizations I’ve worked for. Maintaining a curious mindset—about other departments, industries, and even areas outside the business world—is key to seizing opportunities to think outside the box. This ability to go off the beaten path is, in my view, the best way to grow personally and support an organization’s business goals.