Setting the right goals for sales teams.

Session Overview

Setting goals isn’t just a beginning-of-quarter task — it’s a performance lever. In this session, we’ll break down how to design sales goals that are not only ambitious, but actionable, aligned, and motivating. We'll explore how to move beyond vague quota numbers and create goal systems that connect daily activity to long-term outcomes. Whether you're managing a team or running your own pipeline, you'll leave with a clear framework to drive execution — not just intention. 🗓️ Framework & Agenda (50–60 mins total): 1. Welcome & Context (5 mins) Why most sales goals underdeliver The difference between outputs, inputs, and behavior-based goals 2. Foundations of Effective Goal-Setting (10 mins) SMART vs. DUMB goals (yes, D.U.M.B.) Aligning goals with team maturity and market conditions Goal clarity = execution clarity 3. The 3-Lens Model for Sales Goal Design (15 mins) Outcome Goals – Revenue, quota, conversion rates Activity Goals – Dials, meetings, proposals Capability Goals – Skill-building, habits, self-management 4. Workshop: Build a Tiered Goal System (15 mins) Participants map current goals to all 3 lenses Identify misalignment and gaps Draft better-aligned goals using a shared worksheet 5. Reinforcing & Tracking Progress (10 mins) How to make goals visible and dynamic Embedding check-ins into 1:1s and team rhythm Using platforms like Goalster to drive adoption and momentum 6. Q&A and Wrap-Up (5 mins) Common goal-setting mistakes to avoid Next steps and optional templates/resources ✅ Key Takeaways: A clear structure to create layered sales goals that motivate and guide execution Insight into how great sales leaders connect strategy with daily performance A template to apply with your team in your next planning session