Make that sales target list yours
If you are a sales rep, then your sales target list is created by the sales operations department; nevertheless, you are the one who knows all the specific details of your territory. This list is good directionally, but you are the only one who knows how to make it better. While enhancing your sales target list, we recommend to make sure it has these characteristics:
Finite
Working and reworking methodically with a finite set of accounts will allow you to get noticed, build relationships, and gain traction. With a finite sales target list you will be committed to a defined group of customers that will allow you to do a successful sales attack.
Focused
Having a focused list prevents you from spending time chasing the wrong targets. Also, it will help you to meet your goals, be strategic and not getting distracted. The key is to focus on an specific vertical market or on a certain type of account, doing that will make you an expert as you learn the language and business problems of that group of similar prospects.
Trackable
You have to determine those metrics that can be measured to know how you are performing. Think about those steps you have to take while closing a deal and set a To Do list. This way, your sales director and you will be able to measure your performance.
Workable
Workable sales target lists are placed between a list with too many accounts that will not get the deserved attention and a list with few accounts that will make you run out of targets. It is all about creating a sales target list that can be managed effectively and thoroughly over a defined period.
Don’t forget about this, and you’ll see great benefits. Prove your sales director you have complete knowledge of your leads, opportunities, prospects, clients and business environment in your territory.
Sources
- Book: New Sales Simplified by Mike Weinberg. First Edition, 2013: USA.
- Whitepaper: Building Your Target Account List, the Foundation to an Account-Based Marketing Approach in Four Steps. Demandbase Inc. 2015: San Francisco, CA. USA