4 Ways to Exceed Your Sales Goals in 2017
The start of the New Year is the perfect time to reinvent your sales strategy and kick your goals into high gear. The horizon is looking especially bright for IT service revenue in 2017. According to Gartner, the IT research firm, worldwide IT spending is projected to grow by nearly 3 percent to $3.5 trillion. The forecast is looking even brighter with growth projections at 4.8 percent for IT services and 7.2 percent for software.
With opportunity in abundance for agents, resellers and IT solution providers, the path to sales success really boils down to strategy and approach.
Here are 4 ways to help meet and exceed your sale’s goals in 2017.
1. Set the Right Type of Goals
Goals are a key motivator in any sales strategy. Obviously, in order to exceed them, you need to identify them first. While having a goal of making a million dollars might be a great big picture, long-term goal, setting short-term, more realistic goals is what will lead to that type of success down the road. Just as you can’t decide to run a 50 mile marathon on a whim, everything takes practice, dedication and time. Crafting goals that apply to both your strengths and weaknesses and aligning them to shorter terms where you can be more accountable, such as daily, weekly or monthly, will increase their effectiveness. For example, if your strength is cold calling, increase your call volume by a few calls each day or week. If you need to grow your network, make a commitment to attend more industry events each month, or become more active on social media sites like LinkedIn daily. Setting goals that are specific to you and realistic to uphold, will help you achieve greater success.
2. Be Accountable
Setting goals is only half of the equation. In order for the goals you set to be effective, you need to monitor them and be accountable. Whether you track your activity using an advanced tool or merely in a spreadsheet, set time each week or month to monitor and evaluate your own performance. Mid-year is a good time to do a full review and see if the goals you set are making an impact or whether they need to be reevaluated in order to get you closer to your long-term goal.
3 Maintain Customer Communication
Oftentimes, we are so focused on landing the next big customer that we forget that a world of opportunity lies within our existing base. Maintaining communication with new and existing customers is important for many reasons, but should always be a part of your sales strategy. We’ve outlined some great customer content strategies you can implement in this recent post that will help drum up new sales and opportunities within your existing customer base.
4. Mine the Base
Beyond maintaining communication with customers, proactively maintaining your existing revenue is essential to any growth initiative. With customers whose contracts expire at all different times of the year, using tools to track and monitor your revenue is extremely beneficial. Some providers offer online portals with built-in revenue tracking elements and contract expiration reminders which is huge, but if you’re not lucky enough to have one of those, take the time now to schedule reminders in advance of contract expirations to ensure you never lose existing and reoccurring revenue.
With a plentiful prospect pool projected for 2017, sales success really comes down to you. Identifying a clear set of goals that are tailored to the areas that you excel in and that need improvement, monitoring them, and growing and maintaining your existing customer base, will all help you meet and exceed the goals you set forth.
Happy New Year! We wish you all a successful and prosperous 2017!