Simple B2B Sales Goal-Setting & Management Guide

Simple B2B Sales Goal-Setting & Management Guide

Setting clear goals is the foundation of successful B2B sales. This short guide helps you establish and track those goals, focusing on building relationships and driving results.

 1. Target Account List for the period

Identify:  Research and list high-value potential clients that align with your ideal customer profile. Focus on quality over quantity.

Prioritize:  Rank accounts based on their potential revenue, strategic fit, and accessibility.

For example: List the accounts you are going after in Q4 or for the next quarter…

 2. Communication Strategy 

Important note: This step requires a good understanding of who to contact (Make sure you have your customer profiles or persona clear. Read our other article on the matter if not, it should help understand the level of detail needed). In some cases different stakeholders are part of the decision making. Make sure you identify these well. 

Multi-Channel:  Utilize a combination of phone calls, emails, contact forms, and even postal mail to reach decision-makers.

Contact Details:  Invest time in finding direct contact information for key individuals within target accounts. LinkedIn and company websites are good starting points.

Personalize:  Tailor your outreach messages to resonate with each prospect's specific needs and challenges.

 3. Contact Touch Points 

Frequency:  Aim for 2-3 meaningful interactions per week with each target account.

Value-Add:  Focus on providing valuable insights, addressing pain points, and building rapport, rather than just pushing for a sale.

Persistence:  Don't give up easily. It often takes multiple touches to engage a prospect.

Your number of accounts targeted * by the number of decision makers per account * by your weekly meaningful outreach attempts = The total weekly outreach attempts you need to hit. This defines your sales outreach goal. A good statistic to keep track of to see if you are doing enough “selling” or not. Most businesses fail not because of a bad product or service but because of a lack of focus on the sales activities. Sales activities drive the opportunities, follow-ups in sales on these opportunities drive these opportunities forward and to closure and sales knowledge to be acquired for the purpose of always sharpening the sword. 

 4. CRM and Progress Analysis 

Diligent Notes:  Update your CRM system with detailed notes after every interaction.

Status Tracking:  Monitor the progress of each opportunity, moving deals through your sales pipeline.

Regular Reviews:  Analyze your sales activities to identify what's working and what's not. Learn from both won and lost deals to refine your approach.

CRM tools have been used for ever. It is even recorded that merchants in the ancient times had notes and records of their customers. Good merchants, good entrepreneurs understand the power of a CRM. 

 5. Leverage Existing Customers 

Testimonials/Referrals:  Satisfied customers can be powerful advocates. Ask for testimonials and referrals to help you reach new prospects.

Upsell/Cross-Sell:  Explore opportunities to expand your business with current clients by offering additional products or services.

Your best sales rep is typically an existing client! Increase your sales team by adding your customers who can advocate to other customers. This will speed up the sales cycles and give you more revenue faster! Guaranteed. Nothing works better than customer references and customer satisfaction! We wrote a full other article on this - Read it

 Remember: 

Stay Flexible:  Adjust your goals and strategies as you gain new insights and the market evolves.

Celebrate Success:  Acknowledge your wins along the way to stay motivated and build momentum.

By setting clear goals and following this guide, you'll be well on your way to achieving B2B sales success.