How To Use Sales Targeting

Sales targeting is the process of researching, identifying, attracting, and prioritizing the leads that are most likely to buy your product. This may sound like something your sales organization already does, but many teams pay lip service to the idea without executing the specifics.

Sales targeting is a tactic for prioritizing the transactions, leads, or clients who are most likely to convert or who will bring in the most money for your company. The goal is to get the best return on investment by optimizing the time, money, and resources put into sales and marketing activities. This article explores six techniques, strategies, and software tools you can employ to enhance your sales targeting approach, expedite the flow of the most qualified leads through the sales funnel, and close deals more quickly.

5 Strategies for Smarter Sales Targeting

What is the Pareto Principle?

According to the Pareto Principle, also known as the 80/20 rule, in sales targeting, 20% of your customers will generate 80% of your revenue. This means that by targeting, you’re trying to focus your efforts and earn as much money as you can in the shortest amount of time by searching for the top 20% of potential customers.

What is sales targeting?

Finding out who your potential customers are, how to reach them, and how to spread the word about your goods or services are all steps in the sales targeting process, also known as account targeting sales strategy. This approach might assist salespeople in achieving their goals and upholding the Pareto Principle. Consider looking into options that fit your business model for sales targeting strategies. Some benefits include:

What is a sales target?

The set of objectives that each salesperson works to achieve is known as a sales target. Your target may include things like your potential revenue or the number of product units you can sell in a given period of time. Sales targeting aids in goal prediction, assisting salespeople in setting more precise and practical goals.

How to implement sales targeting

Learn how to implement sales targeting in your company by following these steps:

1. Choose your demographic

Determine which of your potential customers will benefit the most from the product or service you are selling. Examine your product from the perspective of the consumer, then decide what features, functions, or other advantages make it valuable. Identify any niche markets where your product might fit and why a customer might require that niche. As a result, you can concentrate more of your time and energy on particular prospects. You might be able to adapt your branding and messaging to suit the needs of your target audience.

Depending on your product or service, consider looking at demographic information for both businesses and individuals. Even if a corporation is your target market, you will probably still need to speak with an individual to close the deal. Take into account the client companies’ size, industry, and location. Consider an individual’s career stage, reputation, or degree of networking potential.

2. Choose your territory

You will learn where to find your clients after determining who they are. This could also be a crucial step in selecting a marketing strategy. Think about where your clients spend the majority of their time, both online and offline. Consider where, when and how they get their news. If they prefer print media like magazines and newspapers or spend time at trade shows or festivals, you can take note of their social media preferences and behavior.

Knowing the areas where your customers congregate may help you choose the best target strategy, campaigns, and locations to invest money to increase the visibility of your product or service. Additionally, it can assist you in deciding whether to use outbound or inbound marketing. Their components include:

For well-established businesses or widely used, well-known services without a lot of competition, inbound marketing may be advantageous. For young businesses or those facing intense industry competition, outbound marketing may be the most effective strategy. Additionally, it might be the best option for those who want to establish an immediate, personal connection with clients.

3. Set your targets

To better comprehend the objectives of your strategic efforts, choose your sales targets. Considerations include how much money you can make from selling products, how many people you’ll reach out to before scheduling a meeting, how many meetings you attend before closing a deal, or the client’s lifetime value. Think about using a method to classify current and prospective clients based on their target For example, you may include:

Sorting your current and prospective customers into groups could help you determine which ones have a good lifetime value, such as those who make regular purchases from you. This may reveal who is already devoted and why when examining the sales goal for client retention. You could use that date to determine what strategies work best for attracting more dependable customers. Other sales goals could be revenue for yearly or quarterly sales or daily, weekly, or monthly sales units.

4. Develop your target strategy

Prioritize your goals and customers to identify your top 20% of clients. Making the best decisions for your strategy may be aided by ranking them according to data and facts. Use a spreadsheet to track and compute variables like revenue generation, potential, and other elements that influence your customers’ purchases. For example, you may use a sampling of clients and:

5. Make a plan

Determine how you’ll put your plan into practice with actual current and potential clients. Decide whether to conduct sales calls, schedule in-person meetings, design advertising campaigns, or employ a combination of different strategies. Think about why your company, not just your product or service, is advantageous to the customer, why you’re making them a priority, and why they should choose you over their current provider or switch to your company when you’re creating your sales pitch.

6. Track the data

Track each client’s available data points after a sale to maintain a record of the sale’s success. This could assist you in creating future sales targeting strategies and comprehending the impact you have on each client. Additionally, it illustrates quantitatively how a customer benefits your business in terms of things like order volume or frequency and revenue. When making sales pitches to potential clients, using actual examples from real-world situations can help you demonstrate your successes and benefits.

Tips for using sales targeting

Use these tips when implementing sales targeting with your company:

Consider making customer profiles

Consider creating customer profiles to identify your ideal client types when seeking out potential customers. Through this fictional exercise you may determine your ideal customers:

Consider background research

To decide how to use sales targeting on new customers most effectively, consider information about your existing customers. Consult your customer service and support teams to learn about the most frequent feedback items they encounter. You might also think about conducting focus groups or feedback surveys with customers directly.

Narrow your target pool

Instead of marketing to everyone, choose a specific audience to concentrate your sales targeting efforts on. This enables you to devote more time to developing strategies that meet the demands of the group. Consider developing a sales targeting strategy for each of your target audiences if you have more than one, and start with your most crucial ones.

Focus on your most important customers

Consider investing more time and energy into satisfying the needs of a prospective client or important company if you’re trying to win their business. Change your plans or reschedule meetings to make room for them. If you use this technique sparingly for the most lucrative clients rather than for each and every sale you make, you will find success.

Consider using customer relationship management software

Consider purchasing a CRM program to help you manage your sales leads in the most effective way possible. CRMs might let you target customers more consistently, give certain leads certain variables or attributes, and monitor where customers are in the sales cycle. This type of software program’s data can be used to compare it to your customer profiles and determine which leads are most likely to result in long-term success.

Keep a list of contacts

No matter how a sale turns out, think about keeping a list of all your clients and lead contacts. With changes to your business, the client business, or the market environment, you might discover you can make up for a lost sale at a later time. You can access all contact information later and try again by saving it in a CRM program or spreadsheet.

Personalize your interactions

Consider personalizing your connections with clients, both present and potential. Do historical background research, use representative names, and use language that sounds human This could potentially add yet another useful element to your sales targeting efforts.


What are the types of sales target?

Types of Sales Targets
  • Revenue.
  • Number of deals closed.
  • New logos.
  • Cross-sells.

How do sales targets work?

A manager may set a team’s goal to meet or exceed a certain number of sales (and the associated revenue) in a given period of time as a sales target. In other words, how much revenue do you hope your sales team will produce each month (or quarter… year… etc.)? )?.

How do you build sales targets?

1. Define what “realistic” means
  1. Determine your company’s goals. Start with what you know. …
  2. Assess the market potential. …
  3. Evaluate your sales team. …
  4. Define your commission structure from the start. …
  5. Reward (realistic) stretch goals. …
  6. Implement retention bonuses. …
  7. Do not anticipate achieving your sales objectives successfully the first time.

How do you target sales audience?

How To Align on Your Target Audience
  1. Identify Users, Decision Makers and Influencers. You must first identify the typical parties involved in purchasing your solution.
  2. Create Buyer Personas. …
  3. Map Your Product Solutions to Buyer Pain Points. …
  4. Regularly Update Your Target Audience.

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