Stage Goals for Sellers

What

Stage Goals are predefined targets set for each stage of the sales funnel. These goals help ensure that Account Executives (AEs) maintain an appropriate number of opportunities throughout the sales process, from prospecting to closed deals.

Why

Using Stage Goals provides multiple benefits:

• Monitors sales activity at different stages of the funnel.
• Ensures a balanced pipeline by setting expectations for prospecting, analysis, proposals, and closed deals.
• Structures performance evaluation, helping managers provide targeted coaching.
• Allows customization, enabling managers to tailor goals based on AE responsibilities.

How

How to Set Up Stage Goals

1. Navigate to the Seller’s Profile:

• Go to Manage Users in ShareBuilder CRM.
• Select the AE for whom you want to set goals.

2. Access Additional Settings:

• Locate Additional Settings within the Seller’s profile.
• Scroll down to find the Stage Goals section.

3. Enter Goals for Each Stage:

Define specific numeric targets for each sales stage, such as:

• Prospecting: X opportunities
• Analysis: Y opportunities
• Proposal: Z opportunities
• Closed/Won: Defined based on business needs
• Adjust goals as needed according to the Seller’s role and sales expectations.

4. Save the Settings:

• Click Save to apply the goals.

How to Review and Coach Sellers

Review the Seller’s Progress:

• Navigate to Pending > Report Card.
• Select a specific timeframe to assess performance.
• Compare actual pending deals by stage against set goals.

Evaluate and Coach:

• Identify where a Seller is exceeding or underperforming.
• Use the grading system to assess activity levels and conversion rates.
• Provide feedback and adjust goals as necessary to enhance performance.