Sales targets – when to discuss them and why setting achievable targets are so important.

Sales targets – when to discuss them and why setting achievable targets are so important.

A question that sometimes gets overlooked when interviewing sales staff, particularly when the interviewer is new to this is around when to discuss sales targets.

Discussing sales targets during the interview process is not just a good idea, it’s is without doubt one of the key criteria for assessing a sales persons capabilities. It allows you to assess the candidate’s experience and ability to meet targets, as well as their approach to sales and their understanding of the sales process.

During the interview, you can ask questions such as:

  1. Can you tell me about a time when you had to meet a sales target and how you achieved it?
  2. How do you typically set and track your sales targets?
  3. Can you describe your approach to developing a sales plan to meet targets?
  4. How do you handle it when you don’t meet a sales target?

These questions will help you understand how the candidate has performed in the past, their strategies for meeting sales targets, and their attitude towards sales targets.

It’s important to remember that sales targets should be realistic and achievable. Discussing this during the interview process can help ensure that the candidate is comfortable with the targets and understands what will be expected of them if they are hired.

Overall, discussing sales targets during the interview process is a valuable way to assess a candidate’s fit for the role and their ability to succeed in a sales position

  1. Motivation: When sales targets are achievable, your sales team is more likely to feel motivated and driven to reach them. If targets are too high or unrealistic, your team may become demotivated and feel as though they are set up to fail.
  2. Accountability: Setting achievable sales targets allows you to hold your sales team accountable for their performance. It provides a clear benchmark for success and enables you to measure their progress and evaluate their performance.
  3. Performance management: Achievable sales targets help you identify areas where your sales team may be struggling and provide an opportunity for you to offer additional training, coaching, or support where needed.
  4. Forecasting: When sales targets are achievable, it becomes easier to forecast sales revenue accurately. This helps with financial planning and ensures that your business can operate effectively and profitably.
  5. Retention: Setting achievable sales targets can also contribute to employee retention. When your sales team feels as though they can meet their targets and earn rewards and recognition for their performance, they are more likely to stay with your company and be invested in its success.

In summary, setting achievable sales targets is crucial for motivating and retaining your sales team, holding them accountable, and enabling accurate forecasting and performance management.