Posted in Marketing and Strategy Terms, Total Reads: 1011
Definition: Sales Objective
Sales objective can be defined as a part of a company’s marketing plan where common goals are identified by the company’s marketing team like revenue targets, distribution partners, profit margins, targeted demographics and advertising and work on it. The plans are outlined through a discussion which happens in sales meetings insuring understanding between the sales teams and the members of marketing team of a company.
Sales forces of a company play a crucial role for the company by driving revenue for the company by seeking out and engaging customer prospects. Sales force is the most personal branch of the marketing function of a company as they work directly with the customers. Sales force strategies and sales objectives are generally concerned with boosting a company’s revenue, increase profitability and reducing marketing costs. The most common sales objective of a sales force is increasing total sales in each period be it a week, month or even a year. Other common sales objective for a sales team is to increase the number of sales made to current customers in comparison to new customers because repeat customers are many times company’s most profitable customers.
To achieve this sales objective companies design customer relationship management for better customer retention. Upselling is also a common strategy adopted by sales team to increase number of transactions thereby increasing revenue as well. Whenever the customers come to sales people they strategically suggest more items which are complementary to their purchase. This strategy not only help in increasing revenue but also help in reducing inventory holding costs and inventory cycle time. Sometimes company also devices competitions among sales teams with rewards to motivate them to try harder for making a sale.
For example; many times company device a commission compensation program for its sales force achieve increase in sales and in turn revenue growth.