Create ambitious sales goals for the upcoming year
January 23, 2013
Bidding on a new type of work, upgrading technology within the firm and continuing to innovate are all means to increasing sales goals. The new year presents opportunities for construction firms to turn the corner and improve the company, and one way to do that is to create a list of ambitious goals.
"For your sales goals to develop further, they have to be put on paper, computer screen, tablet, or white board so everyone can see them and talk about them," Jim Coriddi, vice president of the dealer division at Ricoh Americas, told Inc. magazine. "That's when the ideas move towards an actionable objective."
Construction firms that are ready for growth need to build a list of sales goals this year that will push the business to higher levels of success. This Inc. magazine article uses insights from Coriddi and author Barry Farber on how to work toward these goals.
Management at construction firms needs to ask their sales teams to come up with a list of goals for the company, and also for themselves. This practice will help identify some new ideas that can improve the potential of the company. Understanding some goals of the people within the firm can be a launching point for the overall business. According to Business Insider, it's important to focus on a few ideas, rather than several. Doing so will help the firm be able to target its efforts and increase sales.
Connect the goals
After building a list of goals for the business, taking a look at how they tie together will give the firm something to work toward. Coriddi and Farber believe that once the goals as are determined, companies should tailor their daily tasks toward reaching them. For example, construction businesses can invest in client relationship management (CRM) tools to keep track of new and existing customer project opportunities.
Continue to document progress
Looking at how the company is doing in terms of reaching its goals will make it easier for everyone to continue to work to achieve them. Construction firm managers should have a clear understanding of the type of work that is most profitable for them, how their current and forecasted backlogs compare to the goals they have set, and the activities that will help them meet their goals. Just looking at how the company is going about achieving its sales goals will help everyone work harder to meet them.