How to Truly Drive Sales Performance

Sales performance is the key gauge for individuals and teams in a sales department. It distinguishes the top performers from the rest, spotlighting those who smash sales goals and those who might need a boost. Achieving specific goals within set timeframes – monthly, quarterly, or annually – is the name of the game.

Understanding sales performance is a game-changer for sales teams. It’s about grasping how individuals or teams measure up against established guidelines and benchmarks. Sales leaders play a crucial role in monitoring this at various levels to drive team success.

For businesses, keeping tabs on sales performance is essential. Without metrics and monitoring, both sales leaders and reps are left in the dark about job performance and achievements. Ignoring sales performance risks leaving individuals feeling undervalued or stuck in a cycle of underperformance, putting the team’s overall efficiency at stake. Dive into the world of sales performance – your ticket to unleashing your team’s full potential.


I. The Role of Efficient Tools


Boosting Sales Performance through Effective Tools

Sales performance tracking should easily blend into your daily routines. Each sales team has a unique approach, so it’s important to pick tools that seamlessly fit into your existing strategies. To make the most of these tools, focus on the following.

  • Fit Your Organization: Choose tools that work well with your team’s structure.
  • Team Adoption: Ensure everyone in the team uses the tool regularly.
  • Easy Onboarding: Opt for tools that are simple for new members to learn.
  • Data for Improvement: Pick tools that provide useful data to boost your sales strategies.

Streamlining Sales Performance Management

Goals.com is a user-friendly tool designed for sales teams. It makes managing sales performance easy and provides valuable data to improve your team’s sales efforts. Our software is simple to use and integrates seamlessly with your team’s workflow. Instead of wasting time learning complicated tools, your team can focus on selling. Goals.com organizes sales data, deals, and contacts, presenting performance metrics in a clear way for both reps and leaders. This information allows leaders to reward outstanding performance and develop coaching strategies as needed.


II. Tracking Sales Performance


Challenges in Monitoring and Understanding Sales

Getting your team on the same page for sales performance is tough. Static spreadsheets don’t cut it; you need real-time, accurate data. Without effective tools, each sales rep uses their own format, making it hard to consolidate data. Forecasting trends and goals is a challenge without the right tools. Spreadsheets can’t visualize progress or keep your eye on the ball.

Recognizing Areas for Improvement in Sales

Analyzing data in small pieces won’t improve sales. Sales leaders need comprehensive tracking tools to answer key questions and identify trends:

  • Who’s the top performer this month, quarter, YTD?
  • How often do reps make repeat calls to prospects?
  • Where do prospects disengage in the sales cycle?
  • What’s the average value of a prospect between reps?

Comprehensive tracking tools provide holistic data to recognize drivers, effective tactics, and steps for improvement, crucial for consistent revenue growth.

Clear Insights into Monthly and Total Sales Trends

Goals.com ensures you don’t miss monthly, quarterly, or yearly sales data. Whether team-wide or individual, our software presents data clearly in multiple formats. It compares real sales data with preset goals, highlighting whether reps exceeded or missed their targets. For teams, it shows if collective goals were met. The software’s detailed breakdown allows you to see individual contributions, fostering a clear understanding of success factors.

Sales representatives benefit from a central database in Goals.com, offering a clear view of customer pipelines, contacts, and monthly sales goals. The user dashboard provides a transparent layout for easy analysis, helping reps improve future performance and achieve success.


III. Managing Sales Team Performance


Streamlining Performance Tracking Efforts

Manual data entry for performance tracking is time-consuming and inefficient for busy sales leaders. An effective solution is needed to turn raw data into valuable insights without sacrificing valuable time.

Centralized Monitoring for Team Evaluation

Sales teams require a centralized platform for managing deals, prospects, clients, and contacts while facilitating goal management. The platform should be user-friendly, allowing representatives and leaders to track everything in one system. Additionally, it should automate tasks such as generating sales reports, analyzing goals, and identifying areas needing attention.

Simplifying Sales Management Processes

Goals.com provides a streamlined platform for sales leaders, offering easy onboarding with dedicated customer success representatives. The user-friendly interface ensures smooth navigation and utilization. The platform’s comprehensive analysis features empower teams to optimize their sales pipeline, enabling effective time management for coaching, teaching, and recognition. With Goals.com, your sales team can immediately boost productivity and effectiveness.


IV. Revenue Forecasting


Challenges in Predicting Future Revenue

Sales leaders and business owners frequently grapple with the daunting task of accurately predicting future revenue. Shockingly, a study by InTangent reveals that 55% of sales leaders lack confidence in their revenue predictions. In simpler terms, more than half of sales leaders find themselves uncertain about their revenue outlook for the upcoming month, quarter, or even year.

The root of this uncertainty often lies in outdated and inefficient sales pipeline management. Many sales teams struggle to track every step of the pipeline and the nuances of each sales representative’s process. Without a comprehensive understanding of these processes, crucial details can be overlooked, leading to potential issues such as malfunctioning processes, ineffective messaging, underperforming sales representatives, and inadequate resources.

Tracking Pipeline and Pending Revenue Data

Enter Goals.com – a solution designed to simplify the chaos of sales pipeline management. By utilizing Goals.com throughout the sales process, sales representatives can seamlessly record their activities, from meetings to calls, providing a clear picture of what works and what doesn’t. The platform categorizes deal data into not closed, pending, and closed deals, enabling sales leaders to account for potential future revenue. The dashboard offers instant access to historical data, allowing teams to analyze 12 months’ worth of information by team or individual, facilitating better preparation and prediction.

Enhancing Revenue Management Strategies

Goals.com emerges as a game-changer in revenue management, offering a user-friendly platform that instills confidence in sales leaders’ forecasting abilities. Users commend the platform for its simplicity, citing improved visibility into monthly and quarterly sales data. Furthermore, Goals.com’s breakdown of deals and client interactions aids in coaching efforts, helping sales leaders identify areas for improvement and providing a more nuanced understanding of predicted revenue on an individual representative level.


V. Sales Team Insights


Need for Comprehensive Sales Analytics

Sales managers and representatives alike benefit from valuable insights to enhance processes, boost revenue, and plan for the future.

Individualized Performance Reports

At Goals.com, we prioritize simplicity while delivering comprehensive individual reports. These reports cover crucial metrics such as sales volume, customer production, deal sizes, and more. Armed with this data, sales leaders can make informed decisions, enhance forecasting, and drive improved team performance.

Informed Decision-Making through Analytics

Goals.com provides a user-friendly platform to analyze key aspects like customer engagement, deal frequency, and transaction sizes. By understanding these trends, sales teams can predict future customer behavior and proactively fill their pipeline with potential revenue. 

Analyzing wins and losses, coupled with a deep dive into the sales process, allows teams to refine strategies. Goals.com facilitates a granular examination of customer interactions, empowering teams to adapt processes, address individual client needs, and ensure offerings align with market demands. In-depth analysis within Goals.com equips teams with the insights needed for strategic decision-making and sustained success.


VI. Goal Tracking


Challenges in Progress Monitoring

Haphazard progress tracking lacks accountability, hindering motivation and organizational clarity. Without set sales goals, decision-making lacks insight into key performance indicators, impeding the ability to scale and drive revenue.

Empowering Sales Teams for Goal Achievement

Goals.com simplifies sales goal management by:

  • Rooting itself in simplicity, avoiding unnecessary complexity common in other platforms.
  • Enabling easy tracking of goals, deals, and pipeline progress for a focused and user-friendly experience.
  • Prioritizing core features like Simple Goal Tracking, Deal Monitoring, Incentive Programs, and Team Communication.

Importance of Focus and Motivation through Target Setting

Goals.com fosters focus and motivation by providing a clear understanding of sales goals and progress. With a user-friendly interface, it consolidates meaningful data, offering a clear picture of the selling year and facilitating goal achievement. Salespeople gain motivation from comprehensible data, while managers benefit from a reliable resource to monitor team health and foster a united sales culture.


VII. Communication and Collaboration


The Role of Effective Communication in Sales Success

Effective communication is the linchpin for success in sales. While the primary responsibility of salespeople is to close deals, a well-defined process, endorsed by sales leaders and embraced by the entire team, is essential for overall success. This becomes even more critical in the context of remote teams, where maintaining alignment can be challenging.

Facilitating Seamless Team Interaction

Goals.com simplifies team communication with its user-friendly chat feature. The tool provides a seamless channel for sales teams to track deal progress, celebrate victories, and maintain a smooth sales process. Accessible on both desktop and mobile app, the Goals.com chat feature ensures that you can stay connected with your deals on the go. It’s simplicity redefined.

Improved Collaboration for Enhanced Sales Outcomes

DJ Products experienced an 11% boost in their close rate within a year of adopting Goals.com, putting them on track to achieve their 2023 sales goal. The key to their success lies in the improved monitoring of individual sales goals, incentive programs, and sales contests facilitated by Goals.com. The sales director at DJ Products credits Goals.com for bringing clarity to their sales team’s objectives. With easily trackable deals and a clear understanding of their annual goals, they could focus on driving results with confidence and a sense of ease.

Goals.com speaks the language of every sales team, delivering essential insights that matter. Empowering sales leaders with the tools to monitor progress effectively, it ensures teams can consistently achieve their goals and perform at their best.


VIII. Resource Management


Efficient Resource Allocation in Sales

Investing in sales teams is crucial for a company’s success, with Sales Software playing a pivotal role in automation. However, many organizations face challenges in reaping the benefits due to the complexity and time-consuming nature of these tools.

Sales teams often resist adopting such tools because of their complexity and steep learning curves. This raises questions about the effectiveness of the investments made in these resources.

Strategies for Execution and Resource Management

Goals.com is a comprehensive solution that consolidates key aspects of selling into a user-friendly application, empowering sales teams to focus on execution and results.

  • Clear Goals: Easily track team and individual sales goals, eliminating confusion and allowing teams to concentrate on immediate tasks.
  • Incentive Programs: Establish and monitor individual and companywide bonuses within Goals.com, enabling salespeople to track their progress and work towards incentives.
  • In-App Communication: Facilitate seamless communication with the sales team through in-app chat, fostering collaboration regardless of location.
  • Sales Contests: Drive results through quick and easy contest setup, promoting healthy competition and motivating salespeople to achieve set incentives.

Practical Tips for Optimizing Resource Allocation

To ensure optimal resource allocation within a sales team, consider the following practical tips:

Evaluate Current Tools:

  • Assess whether the current tools are genuinely beneficial to the sales team.
  • Confirm that the tools contribute to driving results.
  • Foster open communication to understand the team’s perspective and ensure buy-in.

Identify Organizational Pain Points:

  • Examine sales force efficiency and identify areas of friction.
  • Address concerns such as workload, lack of insights, and unclear sales goals.
  • Focus on understanding and improving areas where the team can excel.

Discover High-Value Opportunities:

  • Collaborate with the sales team to find solutions to identified challenges.
  • Evaluate the overall costs and potential opportunities gained.
  • Implement resources that can quickly make a positive impact, ensuring support from the sales team.

By adhering to these tips and leveraging streamlined tools like Goals.com, companies can ensure their sales teams are equipped for success, driving efficiency and achieving tangible results.

  1. Competition and Motivation

Benefits of Healthy Sales Competition

  • Fostering a Positive Company Culture. Eliminating toxic competition in sales teams signals a strong company culture. By instilling confidence in the sales process, reps feel secure and use each other’s achievements as inspiration. Celebrating wins and encouraging top-notch performance is essential for this positive shift.
  • Enhancing Your Sales Pipeline. Clearly communicated incentives and contests lead to strategic thinking among sales teams. Reps become adept at nurturing leads, recognizing when to pivot, and learning from successful peers. Incentive programs highlight effective habits, motivating others to follow suit and ensuring everyone can succeed.
  • Combating Complacency. Sales teams strive to avoid complacency, especially when achieving results. Incentives, contests, and healthy competition keep salespeople engaged and satisfied. In an industry prone to turnover, a challenging yet invigorating culture fosters employee retention and long-term commitment.

Utilizing Performance Comparison for Motivation

  • Sales Contests Made Easy. Utilize Goals.com to create quick and effective sales contests. Track results in real-time, fostering healthy competition among team members. Say goodbye to whiteboards and keep everyone motivated to work their pipelines with the chance to win exciting prizes.
  • Highlights for Team Celebrations. Highlight wins and acknowledge outstanding performance on Goals.com. The platform allows sales managers and team members to come together and recognize valuable contributions. Building a culture of recognition is crucial for team morale and success.
  • Clear Incentives with Bonuses. Create incentive programs on Goals.com to provide a clear picture of earning potential. Eliminate guesswork and guide your team on what it takes to achieve success. Transparent bonus structures motivate the team to strive for their goals.


The Positive Impact of Recognition and a Winning Culture

Whether working together or remotely, Goals.com’s bonus, contest, and highlights features create an engaging environment for sales teams. When used by sales managers to acknowledge and inspire performance, these tools facilitate team cohesion and individual growth.

Celebrating wins is the primary focus, as it motivates others to strive for success. Whether ranking first or fourth, recognizing trends and learning from colleagues fosters continuous improvement. Goals.com provides a platform for salespeople to discover new ways to engage with their roles and unlock hidden potentials. The success of one becomes a catalyst for others’ achievements.


X. Reporting and Data Visualization


Addressing the Challenge of Overwhelming Sales Data

Sales Platforms tout their data, but it often poses two challenges:

  • Costly Insights: Valuable data comes at a significant expense.
  • Complex Interpretation: Sales leaders and teams struggle to decipher the provided data.

Salespeople must act on data to be effective. Ambiguous insights lead to wasted time and foster frustration among sales teams, as improvement directives lack clear guidance.

Time spent wrestling with convoluted data is time not spent driving results.

Simplifying Data with Clean, Summarized Reports

Sales software’s data and visuals are invaluable for understanding the bottom line. The key is bringing crucial information to the forefront for universal comprehension.

For data to drive results, it must be easily interpretable. A clear sales dashboard ensures that the information is not overwhelming but inspiring, prompting action rather than confusion.

Charts, graphs, and widgets must offer a practical action plan; otherwise, the data becomes inconsequential.

Role of Visuals in Aiding Data Interpretation and Action

Goals.com addresses sales data challenges by providing clean, summarized reports. Our reports focus on what matters most to sales managers and teams, ensuring simplicity and ease of interpretation. Downloadable monthly, quarterly, and annual reports are digestible, eliminating the need for constant clarification. With Goals.com, everyone understands the data, and actionable insights become a catalyst for success.


XI. Conclusion

Driving sales performance is crucial in today’s competitive landscape, with key takeaways emphasizing the significance of efficient tools, comprehensive tracking, streamlined performance management, accurate revenue forecasting, insightful sales team analytics, goal tracking, effective communication, resource management, healthy competition, and simplified data interpretation. Goals.com stands out as a game-changer, seamlessly integrating into diverse sales strategies, providing clear insights, and fostering team success. Businesses must recognize the essential need to monitor sales performance and leverage Goals.com’s user-friendly platform to enhance efficiency and achieve sales goals.

Now is the time for businesses to take action. Implement the practical tips and streamlined tools offered by Goals.com to optimize resource allocation, enhance collaboration, and build a positive sales culture. Embrace Goals.com for simplicity, clarity, and sustained success in unlocking your team’s full potential. Organizations that invest in these strategies and leverage the power of Goals.com will position themselves for success in the dynamic world of sales, ensuring their teams are well-equipped to thrive and outperform in the ever-evolving marketplace. 

Empower Your Sales Team With Sales Management Software

Investing in sales management software is a highly effective way to support your sales team and overall business. These tools have seen widespread adoption across diverse industries, owing to their exceptional benefits. They are specifically designed to assist your staff throughout the sales process, ultimately making it easier for teams to sell your products and services.

An effective sales management software program streamlines tasks such as lead management and follow-up, freeing up time for teams to focus on critical tasks. It offers real-time insights that enable reps to make data-driven decisions, optimize the sales process and improve performance.

By centralizing all sales-related activities, these platforms improve communication and collaboration within the sales department. This reduces miscommunication and ensures everyone is on the same page. A well-designed program provides a way to share best practices and success stories, which motivates and inspires team members.

Sales automation software also enhances customer relationship management by simplifying client interaction tracking and purchase history records. It also automates personalized follow-up tasks.

Customizable sales management solutions improve sales forecasting by providing accurate data and insights into the sales pipeline. Automating routine tasks and providing data-driven insights boosts productivity and efficiency, leading to increased revenue and customer satisfaction.

5 Ways Sales Management Software Boosts Efficiency

Sales management software offers advantages to businesses of all sizes. These include the following.

    • Goal Setting and Tracking. Sales team automation software allows for the setting, monitoring and tracking of individual and team sales goals. This ensures all team members are aligned and working towards common objectives. Goals.com provides sales associates with a Daily Pace Setter email summarizing daily performance relative to their goals.

Please put in your new customer mockups on here.

Goals.com streamlines all of your customer information so you have everything you need and nothing you dont.
    • Improved Communication. Sales management tools often include a Customer Relation Management (CRM) system that stores customer contacts, notes and interactions. This gives sales representatives access to all necessary information and helps them provide better customer service and improve overall client satisfaction.
    • Sales Contests and Bonuses. Sales management solutions encourage healthy competition among associates through contests and rewards. With Goals.com, managers can launch contests in seconds and engage their teams and boost sales activity. In addition, personalized bonus programs can be created, which will further motivate the team to exceed their goals.
    • Peer-to-Peer Recognition. Acknowledging and appreciating your employees’ work can boost morale and productivity. Goals.com offers a peer-to-peer recognition system that enables team members to appreciate each other’s accomplishments, birthdays and work anniversaries. This creates a positive work experience.
    • Sales Reporting and Commission Tracking. Sales and lead management software can automate the process of generating monthly, quarterly and annual sales reports, saving time and increasing performance. Additionally, automated real-time commission tracking provides a transparent and accurate way to track commissions and payouts.

An image of the Goals.com dashboard.

Goals.com makes it easy to track and calculate commissions for products sold.
  • Dedicated support.com offers custom demos, free set up and dedicated support to help businesses get started. Our support team is available to demonstrate the software in action and provide assistance when needed.

In summary, sales management software can benefit business by providing a platform for setting and tracking both individual and team-wide sales goals. This ensures that all sales team members are aligned and working towards achieving common objectives.

Image screenshot showcasing the simple dashboard of Goals.com's platform

With a simple CRM, sales representatives will have all the information they need to provide better service and improve customer satisfaction. Platforms like Goals.com enable easy communication among team members through chat and performance dashboards. Sales contests and personalized bonus programs can encourage healthy competition among sales associates, motivating them to exceed their goals. Peer-to-peer recognition on great work, birthdays and work anniversaries can further boost morale and productivity, creating a positive employee experience.

Goals.com’s automated sales reporting and real-time commission tracking can save time and improve performance, providing a transparent and accurate way to track commissions and payouts. Dedicated support, including custom demos and free setup services, can help businesses get started with the software.

Achieve Sales Success with Goals.com

Boost your sales performance and align your team towards achieving shared goals with Goals.com. Our simple yet powerful platform allows you to set and track goals, offer incentives and manage customer interactions all in one place. With our performance dashboards and automated reports, you and your team can stay on track and focused on what matters most. Our sales contests and personalized bonus programs will motivate and engage your team, while our dedication support will ensure you have all the help you need to achieve your sales goals. Schedule a custom demo today and discover how Goals.com can drive your sales success!

5 Reasons Why Your Business Needs a Sales Activity Tracker

Building a proven sales process starts with getting your team aligned and supplying them with resources to perform to their highest potential. This is why it’s important to facilitate an environment where they feel supported and have a clear vision of their goals, tasks, and responsibilities.

In each sales team, there are bound to be different levels of performers with varying methods of winning a deal. However, if the team is hitting its overall goals largely by using the tools provided by the sales manager, it means the company at large has done a great job of creating the alignment needed to succeed.

To enhance leadership and establish sales goals, every team needs a sales activity tracker to determine what their day, month, and year are ahead. If executed properly, it will only serve as a tremendous value-add that provides a massive return on investment.

Let’s explore some of the reasons why your team should invest in sales productivity software.

1. They Promote Accountability

If your team is having a tough month with sales, it’s one thing, but not properly maintaining touchpoints with prospects means they’re not even in the game. When your salespeople are doing outreach, they’re more than likely calling and emailing dozens of people a day. Without proper sales activity tracking, everything will become wildly disorganized.

Giving your salespeople an easily maneuverable, transparent environment to track their pipeline every day will make their job a lot easier, and it’ll give everyone a far better chance to hit their overall goals in all facets of sales.

2. They Help You Plan Ahead

It’s easy for management to throw out a figure they’d like to reach for annual sales, but if it’s not information-driven, it can hinder your sales team and lead to frustration. Having a sales activity tracker allows you to build context about your team’s day-to-day. You can get answers to all of the questions that will allow you to set a goal that’s attainable to your team.

– Are we doing enough outreach?
– How many deals are advancing properly?
– What products or offerings are the most effective sellers?

Good software can provide you with the data you need to plan your overall sales goals and adjust course throughout the year so that you’re always meeting and eventually exceeding expectations.

With Goals.com, Sales Managers can easily establish monthly and annual goals for members of their sales team.

3. They Provide Cohesion Among Your Team

While salespeople are focused on their performance, it is still important that they interact frequently and buy into the process established by your company. When they have a platform to communicate and grow together, you get a greater sense of that true team bond working towards a common goal.

If you want your team to grow together, consider facilitating a contest, or presenting the opportunity for a bonus. Goals.com has sales activity tracking that allows you to do just that in a simple, yet powerful environment that everyone can get on board with.

Goals.com allows you to run contests for your team with sales data updating in real-time.

4. They Make Your Process More Agile

When you have effective sales activity tracking, everyone’s job becomes much easier. Salespeople can track their pipeline and sales managers have a much better idea of how to interpret results and help their team grow every day. It provides freedom for teams of all sizes, in the office and remote to feel more empowered.

Especially for remote teams, using a sales activity tracker can create a common language for your sales process. When everyone is diligently using this as a resource, everything starts to take shape and everyone can better understand the mission at hand.

It cannot be understated just how important it is to find user-friendly software. When you remove the bloat and focus on what matters, you’ll notice just how valuable a tool these platforms can be.

The Goals.com dashboard presents easily editable and intuitive data to assist your sales team every day.

5. They’re Good For Retention and Recruiting

When trying to retain your best people and bring on new talent, having sales productivity software can play a big part. These platforms should be embedded into your sales process because good software ultimately saves time and money. Your salespeople will have a deep appreciation for a platform that can store contact data, monitor their progress, and much more.

At the same time, you want to make sure that your people feel empowered by this software, and don’t feel like another number. There are many programs out there that cost thousands annually and only bog down the sales process.

When you find something simple that your people can buy into, you’ve built a pillar of your sales process.

Interested in a Sales Activity Tracker?

Businesses of all sizes and industries should invest in software to help grow their business. If you’re looking for a platform that can be set up quickly for an affordable price, Goals.com is what you’re looking for. We give you all the essential components to effectively track your team’s sales goals throughout the year with an engaging user experience that’s easy to use.

Best of all, you can get a free month-long trial to determine if it’s right for you. If you want to see Goals.com in action before you commit, book a demo today.

How Sales Contests Motivate Sales Teams and Drive Sales

As a sales leader, there’s no better feeling than bringing out the best in your team. No matter if your salespeople consistently perform, or if they need a spark, a good manager will ultimately always find a way to drive performance.

However, this can be far easier in theory than in practice. How do you get a team that performs well to earn even better results? How do you get your people to rally after consecutive under-performing quarters?

Think about the times you’ve been involved in a winning sales culture. What were the best parts about it? Odds are, they had some or all of these components:

  • People felt eager to pursue new leads.
  • It always felt like there was a new goal to aspire towards.
  • People felt properly motivated to achieve those goals.

Image depicting a sales contest status in the Goals.com platform.

Easily create contests and track results for specific employees or your entire team.

It All Starts with a Sales Contest

Your sales culture can get the jolt it needs when you truly invest in your salespeople and decide to break the status quo. There’s no better jumping-off point for this than creating a sales contest. Throw out commission caps, year-to-date sales, and any office politics standing in your way, and give your team a level playing field where they all have the chance to shine.

Contests are an excellent way to spur sales within your team, inspire healthy competition, and help your people realize a potential they thought they would never reach. When your sales team is the lifeblood of the company, you need to do everything in your power to make your department thrive.

If you’re looking to breathe new life into your sales culture and create engagement beyond belief, a well-managed contest can serve as a catalyst for larger successes to come.

The ROI will Always be There

If sales leaders and upper management dedicate the resources needed to keep their team motivated, they will always get a return on investment. Even in companies with great commission structures and perks, your sales team may sometimes get complacent. When this is evident, you need to shake things up.

When you initiate a sales contest and put a worthy prize on the line, you allow your team to chase a new dream and create a new standard in the process. While your team members may be excited about their upcoming commission check, they largely know what to expect. If they win a contest for a $1000 resort gift card, their imagination can run wild about where they’ll use it.

According to BI Worldwide, more experience-based prizes draw more emotional engagement and are considered more of a memorable reward, but feel free to pick whatever is best for your company. As long as the prize is truly enticing, you should expect some kind of uptick in results.

If you announce your prize and don’t feel palpable enthusiasm and notice an uptick in sales activity, don’t be afraid to go back to the drawing board.

Incentivize and Grow

Another inherent value of running a sales contest is that it can inspire belief from those in your team who may need it most. The reps who are cold, the reps who have the least sales year-to-date, and the reps who are flat-out bored will feel compelled to win for themselves and win for the company when the stakes suddenly feel more important.

Contests are something everyone can get behind. While everyone can’t win, the shared experience of chasing the prize can bring your team close together. As sales leaders, it is your job to facilitate that sense of community and rally around the fact that all of the fruits of your team’s labor from this contest are going towards one common goal.

An image of the messaging feature within Goals.com

Goals.com can serve as a messaging platform to rally your team and build your culture.

When sales leaders run fair, transparent contests where your team can easily track the results, your team will feel the cohesion that comes with healthy competition, and you can inspire positive behavior changes in any of your reps. A properly run sales contest can be the elegant solution and the paradigm shift that changes everything in a relatively short amount of time while leaving a lasting impact.

Short-Term Solution? We Beg to Differ

Some may consider contests as a short-term solution meant as a desperate attempt to inflate numbers or rescue a fiscal quarter, but they offer so much more than that. When sales leaders present these opportunities with a worthwhile incentive in a positive light, they can learn so much more about their sales force and what drives them.

If one of your weakest sales performers rises to the top, they may suddenly feel more comfortable in their role and actively try harder to sustain the results. If your turnover rate reduces over a calendar year, it can be attributed to the fact that your salespeople are stimulated and feel that they’re being properly rewarded for their hard work.

No matter how well things are going for your sales force, consider creating a sales contest to see the impact it makes. Suddenly, progress will feel more tangible, wins will be celebrated more, and you’ll uncover a blueprint to continually hit your sales goals.

Are You Running Your Contests the Right Way?

If you’re considering running a sales contest, how you facilitate it will make all the difference. Are you simply giving a daily update and pointing towards a dry-erase board? If so, you run the risk of enthusiasm running out very quickly and the results being largely ineffective. It’s of the utmost importance to run contests with an emphasis on growth. You need to give performers of all levels on your sales team something to aspire to. Even if they don’t win, if your salespeople enjoy the process and recognize the strides they made, you will see positive indicators of what’s to come.

With Goals.com, you and your sales team can easily establish and track sales goals, and create interactive sales contests in minutes. Curious to see it in action? Sign up for a 30-day free trial or  schedule a demo today.

Why It’s Essential to Measure the ROI of Your Sales Team

Sales teams are an important part of any business – they help to drive revenue and growth. But what is the return on investment (ROI) of a sales team? And why is it important to measure ROI?

ROI is a simple concept. It is a measure of how much money is made or lost in relation to the amount of money invested. For sales teams, this means looking at how much revenue is generated compared to the cost of running the team.

Businesses that don’t track the return on investment (ROI) of their sales teams are missing out on critical data that could help them improve sales strategies.

In this article, we are going to address the importance of ROI in sales and why sales teams should be measured for their ROI. We will also provide information on how to measure ROI.

A screenshot depicting the pending deals and total sales compared to their goals throughout the year within Goals.com's platform.

Easily track current sales, commissions and ROI with Goals.com

What is ROI?

ROI is a measure of how much revenue or profit a company earns in relation to the amount of money it spends on sales. In other words, it’s a way to determine whether a company’s sales efforts are profitable.

There are a number of ways to calculate ROI, and the formula can vary depending on the company’s sales process.

Why is ROI in Sales Important?

When a company invests in something, it ‘s important to know whether or not that investment is paying off. This is especially true for sales teams, which can be expensive to maintain and run. By tracking ROI, businesses can see whether or not their sales strategies are effective and profitable. This data can then be used to make changes and improvements to the sales process.

There are 10 primary reasons why measuring ROI in sales is important:

  • ROI provides insights into which sales strategies and activities are most effective in generating revenue.
  • Measuring ROI can help you allocate resources more effectively and improve sales productivity.
  • Identifying underperforming salespeople and taking corrective action.
  • Justifying the sales budget to upper management.
  • Setting and achieving sales goals.
  • Improving sales forecasting accuracy.
  • Evaluating the effectiveness of sales training programs.
  • Determining the sales team’s contribution to company profitability.
  • Benchmarking the sales team’s performance against other companies.
  • Informed decision-making about sales investments.

In summary, measuring ROI is important because it provides insights that can help sales teams improve their performance, justify their budgets, and make informed decisions about sales investments.

How to Measure ROI in Sales

There are a few different ways to measure ROI. One common method is to track the sales pipeline: the number of sales leads, the number of sales qualified leads, the number of sales appointments, etc. Another popular method is to calculate the customer lifetime value (CLV), which measures the total revenue, profit, and costs associated with a customer over their lifetime.

ROI can be calculated by dividing the sales revenue by the sales costs.

The sales costs can include:

  • Advertising and marketing
  • Bonuses
  • Lead generation
  • Salaries and commissions
  • Sales training
  • Travel expenses

The sales revenue can include:

  • New sales
  • Renewals
  • Upsells and cross-sells

To calculate ROI, you need to track both the sales costs and sales revenue. A marketing software program such as Goals.com can help with this.

To start tracking the ROI of your sales team, follow these steps:

  • Define what sales activities will be tracked.
  • Set up a system to track sales data.
  • Calculate the ROI for each sales activity.
  • Analyze the results and make changes to improve sales productivity.

By following these steps, you can start tracking the ROI of your sales team and making changes to improve sales productivity.

There are various ways to measure ROI, but the most important thing is to make sure that you’re including all of the relevant costs and revenue in your calculations.

In conclusion, it is important to measure ROI in sales because it provides insights that can help sales teams improve their performance, justify their budgets, and make informed decisions about sales investments. When a business ignores this, they run the risk of overspending and not achieving their sales goals.

Measure ROI Easily and in Real Time

Imagine if you could track ROI in real time, without having to manually input sales data into a spreadsheet and then perform calculations. With Goals.com, you can!

Goals.com is a sales tracking and management tool that allows you to measure the profitability of your team and individual sales associates in real time. Tracking ROI in real time allows businesses to quickly adapt to changes in the sales landscape and make necessary changes to sales strategies. You can stay a step ahead of the competition and make sure that your sales team is always operating at peak efficiency.

Get started tracking ROI today with Goals.com! Sign up for a FREE 30-Day Trial or schedule a demo.