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ChapterChapter1616

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Settinggoals

Types ofgoals

Goalcalculations

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Callrouting

Terminology

Some questions answered inSome questions answered inChapter 16Chapter 16

Why is time so valuable for salespeople?What can you do to “create” more selling time?What should you consider when devising a territory strategy?How does territory strategy relate to account strategy and building partnerships?How should you analyze your daily activities and sales calls?How can you evaluate your own performance so that you can improve?

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Settinggoals

Types ofgoals

Goalcalculations

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Terminology

Good goals have Good goals have certain characteristicscertain characteristics

SpecificYou have to know when you have reached a goal.

Achievable but not too easy

The best goals are those that require some stretching to obtain.

Time-orientedPut a deadline on the goal.

PrioritizedEvaluate the desirability of each goal.

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Settinggoals

Types ofgoals

Goalcalculations

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Sales goalsSales goals

Conversion goalsNumber of new account calls necessary to sell 1 new accountNumber of proposals necessary to sell 1 new accountNumber of demonstrations necessary to sell 1 unit

Performance goalsNumber of new accountsTotal sales revenueSales in units

Activity goalsNumber of callsNumber of proposals presentedNumber of demonstrations given

From Exhibit 16.2

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Settinggoals

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Goal calculationsGoal calculations

Monthly earnings goal (performance goal): $2,000

Commission per sale: $250($2,000 earnings $250 per sale = 8 calls)

Monthly sales goal (performance goal): 8

Closings goal (conversion goal): 10%(8 sales x 10 prospects per sale = 80 prospects)

Monthly prospect goal (performance goal): 80

Prospects per calls goal (conversion goal): 1 in 3(80 prospects x 3 calls per prospect = 240 calls)

Monthly sales calls goal (activity goal): 240(240 calls 20 working days per month = 12 calls)

Daily sales calls goal (activity goal): 12

Exhibit 16.3

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ChapterChapter1616

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Settinggoals

Types ofgoals

Goalcalculations

Sales callallocation

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Callrouting

Terminology

Complete these goal calculations:Complete these goal calculations:

Monthly earnings goal (performance goal):

Commission per sale:

Monthly sales goal (performance goal):

Closings goal (conversion goal):

Monthly prospect goal (performance goal):

Prospects per calls goal (conversion goal):

Monthly sales calls goal (activity goal):

Daily sales calls goal (activity goal):

Exhibit 16.3

$4,900

$700

10%

1 in 4

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Settinggoals

Types ofgoals

Goalcalculations

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Sales call allocation grid:Sales call allocation grid:analyzing your positionanalyzing your position

Strength of position

Strong Weak

Acco

un

t op

po

rtun

ity

Hig

h

Segment 1

Segment 2

Lo

w

Segment 3

Segment 4

Exhibit 16.5

Accounts are very attractive because they offer high opportunity, and the sales organization has a strong position.

Accounts are potentially attractive because they offer high opportunity, but the sales organization currently has a weak position with accounts.

Accounts are somewhat attractive because the sales organization has a strong position, but future opportunity is limited.

Accounts are very unattractive because they offer low opportunity, and the sales organization has a weak position.

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Settinggoals

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Goalcalculations

Sales callallocation

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Sales call allocation grid:Sales call allocation grid:Sales call strategiesSales call strategies

Strength of position

Strong Weak

Acco

un

t op

po

rtun

ity

Hig

h

Segment 1

Segment 2

Lo

w

Segment 3

Segment 4

Accounts should receive a high level of sales calls because they are the sales organization’s most attractive accounts.

Accounts should receive a high level of sales calls to strengthen the sales organization’s position.

Accounts should receive a moderate level of sales calls to maintain the current strength of the sales organization’s position.

Accounts should receive a minimal level of sales calls and efforts made to selectively eliminate or replace personal sales calls with telephone sales calls, direct mail, etc.

Exhibit 16.5

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Settinggoals

Types ofgoals

Goalcalculations

Sales callallocation

Marketanalysis

Activitiesplanning

Callrouting

Terminology

Activities planning processActivities planning process

Compare the estimated time with the actual

time spent on the activity.

Develop a time schedule for doing

the activities.

Estimate how much time each

activity will take.

Determine the priority for each

activity.Make a list of activities that

should be performed.

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Leapfrog routingLeapfrog routing

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Straight line routingStraight line routing

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Cloverleaf routingCloverleaf routing

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Circular routingCircular routing

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Zoning a sales territoryZoning a sales territory

Zone 4Zone 4

Zone 1Zone 1

Zone 2Zone 2

Zone 3Zone 3

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