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Goal Setting

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Sales is a results-based profession. Setting up achievable goals in Membrain helps you focus on what's important and monitor your progress as you work towards these goals.    

With Membrain's Goal setting feature, you can create and monitor goals for individual sales representatives or assign sales goals for the whole team, as well as apply other key metrics that will help motivate everyone to reach their targets.

Which type of Goal do you need?

First things first, you need to decide which type of goal suits your organization.  Individual, Team-Based or a combination of the two.

  • Individual Sales Goals. This type of goal is great for tracking personal revenue goals, for motivation or perhaps keeping on track for personal commission goals. 
  • Team-Based Goals. This type of goal helps you track Sales Performance of the overall team, not individuals. The main focus is not on who is bringing in the revenue, rather its the group effort that counts. In this case, setting a Team-Based goal which all Sales Representatives contribute to will provide you with the information you need to track and forecast overall Sales Performance of the team itself
  • A combination of both allows you to apply sales goals to the individual, but also apply a different, perhaps more realistic goal, to the overall team. Both can be tracked independently to give you the information you need, based on the angle you're looking for.

Setting up Goals

Administrators of Membrain can set up goals for users and teams. Watch this short video which shows you how to set up simple goals in Membrain. 

Or watch a more in-depth video on Editing Sales Goals

  1. Click on the Profile Picture, System Setup, User Management
  2. Click on the Manage button
  3. Find the relevant person you want to add a goal for
    OR Navigate to the team you want to set goals for
  4. Click Add Goals

A dialog will pop up that has 3 categories:

  • Sales Goal - the ultimate revenue target.
  • Effectiveness Objective - this helps you break down the sales goal into a win rate percentage.
  • Activity Goal - These are what you use to achieve No. 1+2

Sales Goals

  1. Click on "New Sales Goal" to select the correct sales process in the drop-down list for which you’d like to add goals OR leave it set to All Sales Processes 
  2. Select Sales Goal Type
  3. Click on the month for which you would like to enter the sales goal. 
  4. You can choose to enter a weekly or monthly or quarterly sales quota via the drop-down list
  5. Enter the amount and click save 

Effectiveness Objectives

After adding the sales quota, you may have other goals you want to be able to track and benchmark for your team.

Click on New Effectiveness Objective and tick the item in the list that you wish to apply goals for. Then, add the specifics of the goal you want to set.

Here are some options are available as Effectiveness Objectives, and their explanations:

SALES PROJECTS:

  • Win Rate/Conversion Rate - In %, how many opportunities is each salesperson expected to convert?
  • Average Deal Size -  In monetary terms, what is the average deal size that your sales reps should have for their sales projects
  • Sales Cycle Length - Fairly self-explanatory: how long should it take for a sales rep to close a deal, from the time it enters the pipeline until the contract is signed?
  • Sales Projects Created - How many Sales Projects should the salesperson create to keep his pipeline at a healthy size
  • Sales Projects in Pipeline - How many active sales projects you need to have at any point in time (a tried-and-true risk distribution strategy)
  • Sales Projects Won - The actual number of clients you bring on-board is important. And since the goal is set up individually for each process, it's an easy and powerful way to track things like new sales compared to up-selling to your existing customer base).
  • Weighted Pipeline Value - For this sales process, what weighted pipeline value (sales project value x probability in %) should a sales rep have each month?
  • Total Pipeline Value - For this sales process, what should the total pipeline value (i.e active opportunities) be for an individual sales rep each month?

PROSPECTING

  • Prospects Converted to Sales Projects - How many Prospects should be qualified and converted to Sales Projects 
  • Prospects Created - The number of Prospects to be created, helpful to track the earliest possible progress in your sales process
  • Prospects Conversion Rate - In %, how many Prospects should each salesperson convert to a Sales Project?
  • Number of Open Prospects - How many active Prospects should a salesperson have at any point in time.  Track how this increases or decreases over time

Activity Goals

Here, you can select the activity levels your sales reps should adhere to when working on a Sales Project or Prospect. 

As activities are created which relate to a Sales Project or Prospect, they are logged automatically and count towards the Activity Goal. 

Some Examples of Activity Goals

  • The number of companies in contact with - One of the easiest metrics to track and a great "buzz"-meter. Are we getting "out there" and touching a large enough number of prospective clients when we're building the pipeline?
  • Your specific Activity Type - Activity Types are managed and created by your organizations Membrain Administrator, and can reflect exactly what you want to track.  Eg. The first onsite meeting, Proposal Sent, or simply a Phone call. Activity goals can track these specific activities and help encourage the team to do more specific types of activities while helping you track their performance. Learn more about Activity Type Management and how you can customize them to help you set the goals you and your team need.
  • Total Activity - Instead of just specific types, which makes it easier to set up. 

Editing Sales Goals

Once you've got some goals in place, you may want to refine them or edit them for the next Fiscal Year.  Take a look at this video that walks you through some concepts and practical tips on how to best manage this.

See the Results

There are lots of places you can track how well you and your team are doing, compared to the goals set. Visualizing your every step on the journey, showing you that you are safely on the path to reaching or exceeding your goals. 

  • Membrain Guide - a celebratory animation will run at the top of Membrain Guide every time you achieve something that is tied to your Effectiveness Objectives. When you reach a goal for the week Membrain celebrates with you.

    And when you win a deal? Membrain helps you visualize how much this helps you get closer to - or exceed(!) - your quota. From this dialogue you can choose to see the sales project you just closed, go to the dashboard to go for the next big win or take some time for reflection by going to the sales analytics view.
  • Story Stream - All goals with weekly targets can easily be tracked from the Story Stream.  A visual indicator for each user on the team is shown on the right-hand side, tracking the current status of each goal. 
  • The Weekly Report (and Email) They will also be reported on in the weekly pipeline emails sent to the individual salespeople as well as the team coach.

How do I know if I have any goals like that?

If you have administrative privileges you can go to the Admin page in the Membrain menu and click on the "Manage" found under the Users headline on the right-hand side of that view.

If your sales team users have a red text that says "Add Goal" instead of a number indicating their quota, they are likely without proper metrics.