There are entire books dedicated to learning how to set goals. This is a sales person’s approach to setting sales goals. Let’s get a couple things out of the way:

Goals are not a once-a-year thing. Yes, you should set goals annually. You can also set them quarterly, monthly, weekly, and even daily. Once you get your formula down, it’s the same procedure.

This is setting sales goals. There are other ways to set goals for other job functions, but sales goals are unique to sales people, and need to be treated that way. Sales goals can be measured in amount sold, commissions earned, new customers gained, etc. You measure what gets you to your end result. If you measure and set a goal for something other than commissions earned, you have to know how attaining that goal will translate into dollars in your pocket.

These are the parts you need to put together your sales goals:

Know what you want. I mean know exactly what you want. You have to have an exactly defined target/goal, or you’ll just be flailing away only hoping you hit it.
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