Glossary
Prospecting goals
Desired outcomes from prospecting activities.
Anytime sales reps are told to prospect for new customers, prospecting goals must be assigned. These serve as milestones or KPIs to judge the success of prospecting efforts.
There are two types of prospecting goals. Primary goals mean short term success and big wins for the sales reps. Secondary goals achieve long term success and small victories for the company
Primary prospecting goals are the action(s) you'd like 100% of your targeted leads to take. Examples include booking a demo or scheduling an introductory call. Since prospecting is about generating new interest, something like “making a sale” should be a sales process goal instead.
Secondary prospecting goals like mapping calls or meaningful conversations are milestones that make you more likely to achieve primary prospecting (and sales process) goals in the future.
There are two types of prospecting goals. Primary goals mean short term success and big wins for the sales reps. Secondary goals achieve long term success and small victories for the company
Primary prospecting goals are the action(s) you'd like 100% of your targeted leads to take. Examples include booking a demo or scheduling an introductory call. Since prospecting is about generating new interest, something like “making a sale” should be a sales process goal instead.
Secondary prospecting goals like mapping calls or meaningful conversations are milestones that make you more likely to achieve primary prospecting (and sales process) goals in the future.