Look at Your Trailing 12
Your sales from the last year will tell you a lot about where your numbers should be. They give you an average as a general ballpark. Even more important, they tell you exactly what you made this time last year. Therefore, at a minimum, this should be your sales forecast and target for your team.
Make It Exciting
Salespeople are not going to get up every day and simply hit their quota without some motivation. You need to take responsibility in exciting them about their potential future earnings and what you expect of them. After all, people live up or down to our expectations of them. So get your sales team ramped up with big sales quotas that are just barely out of reach but doable with a lot of effort. Don’t forget to attach bonuses and spiffs to these goals, or your team will lose steam as the month goes on.
Keep it Realistic
As someone who wants to grow your company, you might get pumped up about hitting huge numbers. True, it helps to aim big. However, you want to keep your forecasts within a reasonable range. Don’t tell ownership that you will hit a huge sales quota if it is simply not going to happen. This only puts you in a negative situation when you sit down them at the end of the month.
Use Tools to Keep Track
If you set a goal but don’t keep track of it, it is not going to happen. You need the right tools to log your daily, weekly, and monthly sales numbers. This way you can see if your forecasts were accurate at the end of the day.
When it comes to sales, you need to have the right game plan. Of course you must have a solid sales system in place before anything else. However, from there, you need to set realistic and exciting sales quotas and sales projections. Then, you and other members of management can better plan for the future to dominate your market.