Introduction

The best way to define sales team goals is starting by your company’s vision.

• When you have a vision ⇒ you can translate it into objectives (actions)
• Then to make sure these objectives are qualified, quantified and met, you translate them into Key Results and KPIs
• Those will help your team keep on track, measure their efforts and what’s need to be done to meet the objective (quota).

Parameters to take into account

• Your objective (as presented in your Business Plan)
• Your average contract value (ACV)
• Your sales sycle length
• The number of people on your sales team right now
• The time available for each sales rep to talk to prospects

Exercice : defining an account executive’s objectives

Let’s say

• I want to achieve 2M€ARR (i.e. 166K€MRR)

• 1 site = 1 deal

• The annual average contract value/per site is 50K€ARR (i.e. 4,16K€MRR)

  ⇒ We need to close 40 sites this year

Sales team

• 1 Account Executive
• The AE can make 2 demos per day (8/week - 32/month)
• Her/his closing rate is 10%