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Goals in this section can be used with employees in sales

positions or supervising sales staff.

Managing Current Sales/Customers

■Maintain personal customer retention ratio at 95% or

higher.

■Cross-sell additional products to increase value secondary

purchases to $10,000 per month.

■Increase average expenditure per client transaction to

$200.

■Increase average expenditure per visit by 10%.

■Maintain monthly contact with customers spending more

than $500/month for upselling purposes.

■Achieve or exceed sales quotes on monthly basis.

■Increase sales to current large accounts (> $50k annually)

by 20%.

■Generate at least two customer referrals a month from

current customers.

Generating New Sales/Customers

■Improve sales to 18-24 demographic by 5%.

■Close sales for 20% of new leads provided.

■Reduce cost per customer acquisition to $25.

■Reduce time per customer acquisition to one hour (face

to face or phone).

■Promote new product/service X so it constitutes 15% of

personal sales.

■Bring in one mega-account worth sales of $1,000,000.

■Reduce reliance on small account sales (< 10k per annum)

by concentrating on developing large accounts.

■Introduce product/service X to three new markets.

Sales and Business Development

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