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How to Set Sales Targets & Succeed! Third year for Kinder Tech This month our Award Winning Business expert, Janette Whitney gives advice on how to set sales targets that are achievable! Renewals
janette whitney Business Consultant www.whitneyassocs.co.uk
Every business needs sales to survive and this can prove the most challenging aspect for many small businesses. You need to set clear targets for your salespeople. You may decide to link commissions and/ or bonuses to these sales targets to motivate them. Your sales target should also set a standard and provide a clear indication of the kind of performance expected of them. As setting sales targets is a crucial factor to the success of your business, they will need to be tied in closely with the rest of your business strategy and planning. The ultimate rule when writing your sales targets is to be specific. You can do this by breaking your requirements down into different areas. These may include:
Work from the projections stated in your business plan and sales forecasts. You will want to take into account the changing market and any economic conditions.
Selling requires you to retain your existing customers and not just aim to gain new ones.
A salesperson should be able to recover some past customers who have not bought from you for some time and are considered to be dormant. When you set sales targets you should identify the factors that drive its profitability. These factors should then be used to drive your sales targets. Different businesses will require different targets as a sale set for one business may not be realistic for another. For example, aiming to win 100 new customers in a year might be practical for someone who designs unique luxury furniture.
Seven Rules for Achieving Your Target
Identify the goal/target Review the goal/target. Is it necessary, achievable and realistic? Discuss and refine the goal/target with your sales team who are involved. Put in place every asset that will contribute to succeeding the goal/ target. Periodically and regularly review the progress of achieving the
goal/target and make adjustments if necessary. Celebrate the achievement of the goal/target. Analyse why the goal/target was or was not met and incorporate your new found knowledge in your next set of goals or targets. Sales targets above all must be realistic and clear. If the salesperson you give them to doesn’t understand it, then you are unlikely to succeed in reaching your target. Need to increase your sales or review your sales strategy? Then call Janette on 01403 733671 for a FREE 15 mins initial chat
Kinder Tech will be running for a third year and is also involved with the Horsham Repair Cafe. The group of tech experts offer free repairs, for software issues that can be fixed on the day, and advice to help people decide what’s worth repairing. Previous successes include retrieving photos someone thought they’d lost, speeding up machines, repairing broken machines and given lots of great advice.
Janette Whitney ACIB MCMI is a Multi- Award Winning Business Consultant and business growth specialist providing practical strategic advice to businesses from start-ups to £10m turnover companies. Professionally qualified with 40 yrs. business experience and a proven track record of satisfied clients, she helps businesses to grow profitably and achieve their goals. Janette is also an award winning business author, and media columnist. Contact Janette on 01403 733671 or visit www.whitneyassocs. co.uk. for more information.
Organisers explained: “Our aim is to raise awareness of how much useable tech is disposed of, and show people the alternatives. “This year, we’re again collecting used inkjet cartridges and unwanted mobile phones to raise funds for Horsham Community Responders. We’ll also have some demos of how technology is used to train lifesaving CPR techniques - anyone is welcome to have a go and test out their CPR skills!”
Saturday 3 March 10am - 3pm County Hall North (Parkside) Chart Way Horsham RH12 1XH
Fed up of 'throw away' tech?
Laptop or PC broken, slow or just old? Don’t bin it! Join us at:
Free diagnosis of laptop & PC problems by our team of experts. Many software issues fixed on the day, FREE of charge! If spare parts are needed, get impartial advice & an idea of cost. Creative suggestions for re-using the tech you already own. Advice on data security, back-ups and more.
Your tech waste could help save lives! Bring your used inkjet cartridges or unwanted mobile phone and help raise funds for local charity Horsham Community Responders - saving lives in the local community.
We offer a free 30 minute consultation at our family law advice clinic every Tuesday 1pm – 4pm, covering: • Divorce, separation and ﬁnances • Children matters (contact and residence arrangements) • Cohabitation disputes where couples are unmarried • Consent Orders • Options available on the breakdown marriage or civil partnership • Prenuptial agreements By appointment only. Please book in advance by calling 01293 596947. Crawley clinic: 117-119 High Street, Crawley RH10 1DD Horsham clinic: Lavinia House, Dukes Square, Horsham RH12 1GZ Alternatively, we offer a one hour ﬁxed fee appointment at £100 plus vat (£120). To book a convenient ﬁxed fee appointment please call 01293 596947. www.stevensdrake.com
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Impartial advice on buying new tech wisely. Booking recommended, please email:
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