5 Steps to Deliver Your Sales Objectives in One Hour

1. ONE HOUR
Sales Objectives
Workshop
Sales Objectives
in ONE Hour
5 Steps to Set
Your Sales Objectives
Making Results
in ONE Hour
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2. Introduction
• For Sales Managers from the manufacturing and service
industries who want to get insight into their sales performance
rapidly.
• Here is my simple 5 step process to set your sales objectives.
• Step 1 – Define Sales Responsibilities
• Step 2 – Plan Sales Time
• Step 3 – Segment Sales People
• Step 4 – Choose & Weigh Sales Goals
• Step 5 – Set Sales Objectives
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3. Step 1 – Define
Sales
Responsibilities
First you’ll define sales tasks,
next you’ll relate to sales
person’s responsibility and set
priority.
Define your sales people’s prime
responsibility by checking off the
list . Set priorities form 1-high to
3-low. See example >>>
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3
Task Sales Person’s
Responsibility
Priority
Sell Products Yes 1
Increase Prices Yes 1
Find Prospects Yes 2
Collect due Payments No
Solve Problems Yes 1
Deliver Emergency Orders No
Deliver Invoices No
Write Quotations Yes 2
Write Reports Yes 2
Competitor Intelligence Yes 1
Others (specify)

4. Step 2 – Plan Sales
Time
You can influence the split up of
the working days.
Based on the analysis in the
sales time workshop, fill in how
you would like your sales people
utilise their time.
Use the tool >>>
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4
Activity Present Target How to do
Working Days 230 230
Training 10 12 Value Sales
Internal Meetings 20 15 Use Skype
Admin 46 44 Computerise
Others 4 3 To be defined

5. Step 3 – Segment
Sales People
Now you need to decide how
your customer base is split
among your sales people.
Split the customer base among
different groups of sales people.
Mark the appropriate columns for
each sales function >>>
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Sales Type Manufacturing
Industry
Process
Industry
Health
Care
Sales Manager
Key Account
Manager
Senior Sales
Person
Junior Sales
Person

6. Step 4 – Choose &
Weigh Sales Goals
It’s important that the sales criteria
are in line with and contribute to
your company’s overall goals as
well as to your specific sales
targets.
Use 3 default criteria with which
you’ll measure sales performance
1) Sales Increase of Existing Customers
2) New Sales Delivered
3) Price Increase Executed
see example >>>
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Criteria Weight
Present Customer Sales % LY 30
New Sales % B 15
Sales Increase % LY 20
Price Increase % LY 20
Customer Satisfaction Index Delivered 15

7. Step 5 – Set Sales
Objectives
The objectives are the numerical
measures for your sales people
to achieve.
They correspond to a point scale
from 0 to 100
0 is the minimum objective
50 is the average objective
100 is the top objective
For each criteria, define the
numerical measures for the
different point levels.
See example >>>
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Criteria Weight Min Ave Max
Present Customer Sales % LY 30 90 100 120
New Sales % B 15 98 100 110
Sales Increase % LY 20 100 105 115
Price Increase % LY 20 100 105 115
Customer Satisfaction Index
Delivered
15 97 98 99

8. Summary
• You have set your sales objectives.
✓Step 1 – Defined Sales Responsibilities
✓Step 2 – Planned Sales Time
✓Step 3 – Segmented Sales People
✓Step 4 – Chosen & Weighted Sales Goals
✓Step 5 – Set Sales Objectives
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9. Making Results in ONE Hour
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Josef David – Founder at RapidKnowHow.com