Defining the sales target KPI is the main objective of all strategic commercial planning. This means that the entire flow of metrics and actions derives from this, right?
Wrong! – And here is one of the most common mistakes made when preparing strategic sales planning : defining sales goals based on profit objectives.”
The reaction of ambition is instinctively human: every child wants to get the best present from Santa Claus, even if they are not willing to behave well all year, right?
The importance of an integrated management system for the success of strategic sales planning
Any predictive analysis that focuses on projections requires bahamas telegram screening historical data to be concise. Therefore, the first step in the sales target planning process involves measuring recent and past data.
For such measurement to be possible, it is essential that your company has organized and regularly updated databases. Rizer customers have already understood the message, and that is why they have created their own management systems through our platform ( you can also create your own Rizer management system – try it for free for 7 days ).
Integrated management systems not only organize the sales process , but are mainly built based on machine learning algorithms, which aim to constantly evaluate data inputs and assist in decision-making through the possibility of issuing reports and building analytical dashboards .
Essential metrics for setting sales targets
Below we list the main metrics that should be measured before calculating the sales target, which we will present at the end of this article. They are:
Understand the size of the market
Market Intelligence tools such as Similarweb and SEM Rush are widely used by Business Intelligence professionals to measure the audience potential of different segments, as well as to generate relevant insights for your acquisition strategy. Dive into this universe and understand the real demand for your product/service.
Understand the percentage of share that your company holds
Use Similarweb to understand how your brand is positioning itself in the market. The Alexa ranking is also an important measure of relevance, as is the powerful search engine Google Trends – and since you’re at this stage, take the opportunity to do a “ basic check ” on your competitors’ audience. Record this information.
Measure your sales data
Information such as CAC, LTV, Average Ticket, Conversion Rate and ROI are essential for setting your sales target. This data should be extracted from your management system database – which here at Rizer you can create yourself, even if you don’t know where to start (it’s all simple and educational – and with an investment starting at R$79.00 per month). Record this information.
- Board index
- All times are UTC
- Delete cookies
- Contact us