Sales Goal and Performance System
Translated an annual revenue objective into equitable, measurable individual goals for 189 salespeople with full rollup and pacing visibility.
Situation
A large sales organization needed to translate an overall annual revenue objective into meaningful and equitable goals for individual salespeople.
Problem
Simply dividing the revenue target evenly across the sales team ignored real differences between territories and salespeople. Without a fair, granular goal system, leadership couldn't identify problems during the year — they'd only find out at year-end whether they were on track.
Chris's role
Chris designed and built the entire goal and performance system.
How Chris approached it
Chris built individual sales goals that accounted for territory and salesperson differences, then layered in weekly and periodic targets, district and regional rollups, performance tracking, and manager and executive dashboards. The focus was on giving leadership visibility into pacing against goals so they could identify problems during the year and adjust — not wait until year-end.
What Chris built
A complete goal-setting and performance tracking system covering 189 salespeople: individual goals, weekly and periodic targets, district rollups, regional rollups, performance tracking, manager dashboards, executive dashboards, and pacing tools.
Result
Leadership gained real-time visibility into pacing against goals at every level of the organization, allowing them to identify and address problems during the year rather than waiting until year-end.
Skills involved
Related types of problems
- • Our sales team needs better goals and visibility
- • Our sales team has goals, but we don't have a good way to track whether we're actually on pace
- • We need to translate a big revenue target into individual goals
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