Setting effective goals is crucial for driving performance and achieving targets. SMART goals—Specific, Measurable, Achievable, Relevant, and Time-Bound—ensure that your targets are clear and attainable. 

Here’s how to set goals that challenge your team while remaining achievable:

1. Customize Goals

Tailor goals to each seller’s experience level. New reps should start with more achievable goals, while seasoned reps can handle more ambitious targets.

2. Balance Revenue and Development 

Set 2 goals tied to revenue targets and 1 focused on professional growth to foster both performance and development.

3. Create a Goal Hierarchy 

Break down large goals into weekly milestones that roll up to a monthly target for better tracking and management.

4. Start with Revenue Targets

Work backwards from your overall revenue targets.

5. Start with an easy Baseline

Alternatively, you can start by adding 10% to the seller’s prior performance.

Check out these goal-setting formulas:

Additional Resources

Check out our knowledge base to learn how you can visualize team and individual performance data:

• Manage Goal Settings
• Team Coaching Dashboard
• Individual Coaching Dashboard
• Set Coaching Goals