What is a Sales Target? How to Set, Track & Achieve It

Every business wants to sell more. That’s a fact. But just wanting it isn’t enough.

Think of sales targets like a GPS for your sales strategy. Without them, your team can feel lost. With them, everyone knows what they need to do—and by when.

According to HubSpot, only 28% of salespeople say their sales forecasting is accurate. That’s a problem. Setting smart, simple targets helps fix that. It also boosts performance. In fact, companies with goal-setting practices see over 30% higher sales success.

Sales targets are used by startups, small businesses, and large companies alike. Whether you're selling shoes or software, setting the right sales goals makes a big difference.

In this article, you’ll learn what sales targets are, why they matter, and how to set them the right way. You’ll also see real examples and tools to help you track progress.

Let’s get into it.

A sales target is a clear number set to show how much someone or a team should sell within a time frame.

It can be measured by money, number of deals, or how many new customers are added. For example, a company might aim to sell $100,000 worth of products in one quarter. That’s a sales target.

But it’s not always about money. Some businesses set goals like 50 phone calls a day or 10 meetings per week. These are activity-based targets. They help build habits that lead to sales. For example, a rep who makes more calls usually closes more deals.

According to a study by Salesforce, businesses that set and track goals are 33% more likely to hit their sales numbers. That’s a strong reason to start setting clear targets if you haven’t already.

Sales targets help people focus. Instead of guessing what to do next, your team has a clear number to aim for. It keeps things simple. Everyone knows what’s expected.

When goals are set, people tend to work harder. A study by Harvard Business Review found that teams with clear targets perform 20% better than those without any goals. That’s a big jump.

Targets also help track progress. If sales are falling short, you’ll see it early. You can make changes before it’s too late. Maybe your team needs more leads. Maybe they need better tools. With a goal in place, it’s easier to spot the problem.

Sales targets improve team motivation too. Think about a group of sales reps. If each person knows their monthly goal is 15 deals, they’ll push to get there. Some might even go beyond. That friendly competition keeps the energy up.

They also help with planning. Let’s say your company wants to make $1 million this year. By setting monthly or weekly targets, you break that big goal into smaller steps.

Clear targets also build trust between managers and teams. Everyone’s on the same page. No surprises. Just steady progress.

And it’s not just for big companies. Small businesses, startups, freelancers—they all benefit from having simple sales goals. Whether it’s 10 sign-ups a week or $500 a day in sales, having a number makes a difference.

Sales targets make things real. They turn ideas into action. And they give you the numbers you need to grow without guessing.

There isn’t just one way to set a sales target. Businesses use different types, based on what they want to improve. Some focus on money. Others focus on actions. Some combine both.

Here’s a simple breakdown of the main types of sales targets.

This is one of the most common types. It’s about setting a goal for how much money your business wants to bring in.

For example, a team might set a target like: “Reach $50,000 in sales this month.” Or “Grow revenue by 15% this quarter.”

This type works well for tracking growth. It’s easy to measure, and it keeps your team focused on the bigger picture.

A report from HubSpot shows that 60% of sales teams use revenue targets as their main KPI. It’s direct and helps measure the health of your sales process.

Sometimes, it’s not about money—it’s about actions. These targets focus on what sales reps do daily or weekly.

That might mean:

These small actions add up. If your team stays consistent with activities, the results usually follow.

This approach is great for new teams, or for when you’re trying to build better habits.

Here, the focus is on turning leads into sales.

These targets measure:

Let’s say your team closes 1 in 5 leads. You might set a target to improve that to 1 in 4. That’s a big change, even if the number of leads stays the same.

These kinds of goals help make the sales process more efficient, without needing more leads or more effort.

These are based on a time frame—daily, weekly, monthly, or yearly.

You could say:

Short-term targets help teams stay sharp. Long-term ones help measure bigger goals, like yearly sales or growth plans.

Using both gives a nice balance. Daily goals keep the team active. Yearly goals show progress.

Sometimes, goals are set for each rep. Other times, they’re shared by the whole team.

An individual target might say, “Each rep must close 10 deals a month.” A team goal might be, “Let’s hit $500,000 together.”

Both styles work. Team goals build teamwork. Individual ones build responsibility.

Mixing them is common. For example, give each person their own goal—but also track team progress on a shared board. Tools like CRM dashboards make this easy.

For startups, guessing your sales goals isn’t a great idea. You might set targets that are too high or too low. Both can hurt your growth.

Too high? Your team feels stressed. Too low? You miss out on what you could have achieved.

Here’s a simple step-by-step way to set smart and doable sales targets, even if your business is just getting started.

Start by looking at your past numbers. Even if you’ve only been selling for a few months, that data is helpful.

Check:

Let’s say you made $20,000 last month. That can help guide what you aim for next.

If you’re brand new and have no sales data yet, look at industry averages. You can find these in reports from sources like HubSpot or Statista. For example, the average SaaS startup sees 10–15% monthly growth in early stages.

That gives you something real to start with.

Make sure your sales goals match your bigger plans.

If your startup wants to hit $100,000 in revenue this year, break it down. That’s about $8,300 per month. Your sales target should support that.

Let’s say you also want to grow your customer base. Then your targets might be about how many new clients you need, not just dollars.

This keeps your sales goals focused on what matters most right now—whether it's money, growth, or reach.

Sales forecasting isn’t just for big companies. Startups need it too.

Use your current pipeline to guess how much you can close. If you have 50 leads, and 10% usually buy, you can expect about 5 deals.

Multiply that by your average deal size. If each customer brings in $1,000, that’s $5,000 in potential sales.

That’s your short-term forecast. It helps shape what your next goal should be.

Forecasting helps you stay grounded. You're setting targets based on facts—not feelings.

Don’t forget what your team can actually handle.

If you only have one sales rep, don’t expect them to do the work of five. Be real. Check:

A small team needs small, clear goals. Then as your team grows, you can increase your targets too.

No point setting big goals if your people can’t hit them because they’re stretched thin.

The best sales targets follow the SMART model. Here’s how it looks:

SMART sales targets give your team something solid to aim for. They cut out guesswork. They make tracking easier. And they help your startup stay on track.

Sales targets work best when they’re clear, easy to track, and based on what your team can actually do. Good targets push people—but don’t burn them out.

Here are some simple examples that show what strong sales goals look like in real situations.

Let’s say your team brought in $20,000 last month. You could set a goal to hit $23,000 this month. That’s a 15% jump. It’s enough to push your team, but still within reach.

This kind of target is great for measuring overall sales growth. It also helps you spot patterns over time.

Maybe you’re getting new customers—but losing some too. That’s where churn comes in. Let’s say 30 clients left last quarter. If you reduce that number by 10%, only 27 would leave next time.

It might seem small, but holding on to more customers can boost your profits without needing more leads.

This is an activity-based goal. It doesn’t focus on money, just effort. You might set this for new reps or when your pipeline is low.

If a rep makes 10 calls a day for 5 days, that’s 50. Over a month, that’s 200 chances to close a deal.

This one tracks conversions. If you’re getting lots of leads, but not closing, this goal helps you focus.

You can combine this with a stretch goal—like aiming for 7 deals if you hit 5 easily.

Let’s say you’re selling software. Booking demos is a key step in the sales process. This goal helps you move more leads through the pipeline.

And the more demos you do, the more chances you have to close.

Setting a sales target is step one. Tracking it is where the real work begins.

Without tracking, a target is just a guess. You won’t know if your team is hitting the mark or falling behind. That’s why measuring progress is just as important as setting the goal.

Sales dashboards and real-time updates let you see how your team is doing at any time. This helps you spot slow weeks, high performers, or deals that need attention before they go cold.

Let’s break down how it all works.

Not every number matters. Focus on the ones that give you a real picture of what’s going on.

Here are a few key metrics:

These are simple, but powerful. When you check them often, you get a better idea of what’s working—and what needs fixing.

CRMs save time. They collect everything in one place—leads, deals, contacts, and notes. This means less guesswork, more action.

With Venturz CRM, you can set up sales goals, track performance, and view your pipeline in real-time. You’ll see what stage each deal is in, which rep is closing the most, and who might need help.

Here’s what Venturz can do:

For growing teams, this kind of setup is a game-changer. You don’t need to check 5 different tools or guess where things stand. Everything’s there—updated, clear, and easy to read.

Sales reporting becomes less of a task and more of a guide. You make decisions based on facts, not feelings.

Sales is tough. Reps hear “no” more than “yes,” and staying sharp every day isn’t easy. That’s why keeping your sales team motivated is just as important as setting targets.

Motivated reps sell more. They show up with energy. They follow up faster. And they push harder to close deals.

But it doesn’t happen on its own. Managers need to create a work environment where reps feel supported, rewarded, and challenged—in a good way.

Here are some simple strategies that actually work.

Give your team a clear baseline goal. Then add a stretch goal on top.

For example:

This method keeps the pressure balanced. New reps focus on hitting the main goal. Experienced reps chase the extra win.

Waterfall targets also help. Start with a small goal, then build on it each month. It keeps things from feeling too heavy upfront.

Think of it like this: Week 1 = 5 calls/day, Week 2 = 7 calls/day. By the end of the month, they’re in the habit—and hitting higher numbers without burning out.

A little competition goes a long way.

Set up sales contests with real rewards. These don’t have to be huge. Think gift cards, lunch, or an early Friday off. It’s more about fun than cash.

Try simple challenges like:

Make it visible. Put a leaderboard on your dashboard. Tools like Venturz CRM let you track these contests in real time.

Gamification turns regular tasks into mini games. It makes the process feel lighter—and more exciting.

Don't wait for the end of the month to talk about numbers. Short, weekly check-ins work better.

Give honest feedback. But keep it helpful.

If someone’s falling short, walk through what’s blocking them. If they’re doing great, tell them. Recognition builds confidence. And confident reps close more.

Coaching doesn’t need a big meeting. Even a 10-minute chat can help someone fix a pitch, try a new approach, or shake off a bad week.

Also, connect targets to career growth. Help reps see how hitting goals leads to better roles, bigger accounts, or promotions. This ties performance incentives to something personal—and that’s powerful.

Setting a sales target is a strong first step. But tracking it, adjusting when needed, and keeping your team on the same page—that’s what turns goals into real results.

With Venturz, you can set clear targets, monitor progress live, and keep everyone focused. You can see who’s closing deals, who might need help, and what’s working best—all without chasing down spreadsheets.

Whether you’re running a startup or growing a small team, staying organized makes a big difference. And with the right tools in place, hitting your numbers feels a lot more doable.

Keep things simple. Set smart goals. And use tools that work as hard as your team does.

Venturz is ready to help you get there.