Revenue Masters

When it’s comes to sales, nothing is more important than reaching defined goals and achieving results.  I’d like to stress the importance of DEFINED goals.  Every professional has a certain amount of productivity they must maintain.  In order to do so, it’s important to not only define your goals, but to also clearly understand them.  As for me personally, this has become relevant as our last team meeting addressed how we must all begin to actually document our goals and put them in writing.  At first, this seemed like a no-brainer.  Write them down and stick to them; however, I underestimated the value this brought.  Our team has now adopted this somewhat obvious practice and feel this strategy will help optimize our productivity.

Although I’m not discounting the benefits of putting pen to paper and documenting one’s sales goals, but Microsoft has added an important feature to their newest version of CRM that could automate and revolutionize goal management for their users.  Not only will this feature allow the end user to import/insert their individual goals, but will also allow that data to be configured and transformed into visuals, such as charts and graphs through the BI functionality. 

According to dynamicscrmtrickbag.com, it’s explained that goal management can be applied to anything really as long as it can be conveyed in one of the two following ways: “1) As the sum of a numeric field.  An example of this is a sales goal, specified as the sum of the “Est. Revenue” field for opportunity records for a specific time period.  2) As a record count.  An example of this is a goal for qualified leads, specified as the number of lead records closed with a status of “Qualified” for a specific time period.”

It’s rather exciting to see there is now an ability to track a variety of goals through CRM.  Whether they are daily, weekly, monthly, quarterly and even yearly, they now can become automated and configured into a salesperson’s number one sales tool.  I think this will have a positive impact on our entire team’s performance and overall ability to manage our defined goals.  Below is an example image of how goals can be displayed visually with the BI functionality. 

To read more about goal management, you can check out the articel referenced above HERE.

This entry was posted on Friday, March 25th, 2011 at 5:17 pm and is filed under Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.