From the course: B2B Sales Foundations

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Building B2B sales goals

Building B2B sales goals

From the course: B2B Sales Foundations

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Building B2B sales goals

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- You probably know your sales goal. You may have collaborated on creating those targets, or they may have been calculated by the finance team, or maybe it seems like they were pulled out of thin air. To be successful, though, you have to understand how you'll be measured. The high level number is usually most important, but there might be other goals for new versus existing customers, for example, or by product line. Whatever the situation, once you have your goals, it's up to you to build the plan to achieve those goals. Your pipeline report is your best friend. You can use your pipeline to help you prioritize activities by days and weeks, as well as by quarter. The pipeline is a document that tracks prospective deals. Deals are labeled according to what milestones you've achieved so far. Have you qualified a lead as having a real opportunity? Do you have conceptual agreement with all of the key stakeholders? Have you…

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