Sales objectives are goals that are used to define sales strategy, performance management and incentives. The following are common types of sales goal.
A revenue target for a team or individual.
MarginsThe profit margin of deals. For example, an objective to improve price negotiations to achieve gross margins of 34%.Sales efficiency is the ratio of revenue to sales costs. It is a basic financial measure that is often used to measure the performance of sales departments and teams. For example, an objective of controlling expenses can be measured with efficiency.
A target customer acquisition cost can be used to measure the performance of teams, processes and sales channels.
LeadsGenerating more leads and/or improving lead quality as measured by lead scoring.
Reducing cancellations and/or increasing renewals.The ratio of current sales to an account versus the account's estimated potential.A basic measurement of customer relationships that is considered a leading indicator of customer loyalty.
Customer Lifetime ValueEstimated customer lifetime value. Based on things such as the monthly recurring revenue of an account and churn rate.
Cycle TimeShorting the cycle time of sales processes such as lead-to-opportunity or opportunity-to-quote.
Upselling & Cross-sellingTargets for upselling and cross-selling.
Win RateThe win rate of proposals.
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