From remote work, less opportunities, procedural changes, this year has been a year of uncertainty personally and professionally for a lot of us. According to Statista, before the pandemic 17% of U.S. employees worked remotely 5 days or more per week. Since March 2020 it has increased to 44%. One out of every four workers filed for unemployment benefits since March as well according to the U.S. Department of Labor.
All these types of changes can impact your company’s sales goals. Whether you were able to exceed your 2020 sales goals or struggled to get close to them, the initial plan didn’t work out as arranged. In efforts to make sure our sales goals are not affected as much in 2021, we came up with suggestions to consider when setting your 2021 goals.
- Figure out what you can handle
This is also known as your sales capacity. Identifying what you and your team can handle will allow the sales team ability to deliver on goals. You want supply and demand to be as complementary as much as possible.
- Analyze the data from 2020
You cannot start 2021 unless you know what worked and didn’t in 2020. Tracking the trends of 2020 will help you to leverage 2021 better. What were your best and worst months? Did you do anything differently during those times? Are your sales and marketing strategies aligned? Aligning them can generate 32% higher revenue, retain 36% more clients, and achieve 38% higher win rates.
- Structuring your goals for 2021
Once you have established what your team can handle and reviewed your 2020 data, this is a great time to establish your total revenue goal. Make sure to set up quarterly goals, so you can adjust throughout the year when things need to shift directions allowing time to still reach your overall goals.
- Don’t forget about your current customers
Touch base with your existing clients to see how they are doing and show your gratitude for their loyalty. This is a great time to ask how you can assist them more while offering them suggestions based on what you discussed to continue and grow the relationship.
- Check in with past clients
Your past clients don’t have to stay in the past. Reach out to them to see how they are doing and during this time is when your connection is relit. Taking the time to nurture these past clients can turn them back into existing customers.
An effective plan is more than the sum of its individual parts. By carefully crafting and implementing the right strategies you can grow your business with confidence and crush your 2021 goals.
We have other content, resources, and tools you can download from Hometown University that are things we have learned along the way that could be vital to your company’s success. If you would like to know more about any other content that we don’t have posted, please feel free to email me directly.