SALES GOALS2025
An hour of weekly reports, replaced by a dashboard every rep can read.
Kelsey tracked goals for a fifteen-rep sales team by hand - about an hour of reports every week, and reps with no visibility unless she sent them. Two weeks after switching on Sales Goals, the team had moved from reactive to proactive.
KelseySouth Dakota
- Two weeks
- From reactive to proactive after switching it on
- An hour a week
- Manual goal reporting, eliminated
- At a glance
- Where every rep stands against target, without asking a manager
- Minutes
- Training for the newest rep, brand new to sales
Background
Kelsey leads multiple publishing groups overseeing dozens of titles and a fifteen-rep sales team spread across several offices. Managing performance, goals and advertiser activity across a portfolio that size takes timely insight and tools that keep pace.
Before Sales Goals
- Goal communication was the biggest challenge - reps had no visibility unless a manager provided it
- Kelsey ran reports by hand every week so her team could see where they stood, about an hour each time
- Most reps fell back on spreadsheets, which left plenty of room for error
After Sales Goals
- Reps see their goals at a glance, and the system does the math in real time
- Clickable tiles open the detail behind every number - each ad, order and advertiser
- Managers choose which revenue categories count toward a goal, so the target reflects real selling
- Expiring orders surface advertisers about to lapse, early enough to renew them
“Reading it is easy, and working with it is easy.”
Accountability without a meeting
The dashboard holds reps to their own numbers, so progress is not something a manager has to raise. One rep saw she was a few dollars short of her goal - it was right there in her face - and pushed to close the gap rather than assuming she was close enough. She exceeded it.
The expiring orders view
It became the team's favourite feature quickly. Reps spot which advertisers are about to lapse and act early, and several of them named it the most time-saving part of the tool.
Goals that reflect real selling
Kelsey can include or exclude revenue streams - omitting church or calendar ads, for instance - so a goal measures the selling activity she actually wants to see rather than everything that happened to bill.
Green for on track, red for behind
Reps found the graphs and the colour coding intuitive straight away. Even the newest team member, brand new to sales, caught on within minutes.
Group goals across offices
Sales Goals also supports shared targets. The reps do not often work with each other directly, but the shared visibility keeps them aligned on monthly numbers and lets them mark the wins together.
Kelsey's advice to other publishers
Start small. Try it with one office, one sales rep, or one team, and set the profiles up to match how you actually look at your data. Once that part is right, she says, it makes a world of difference.
“AccountScout is holding the sales rep accountable.”
“With the new Sales Goals tool, her goal was right there in her face, so she worked harder to hit it.”
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See It In Action
Want this walked through on your own numbers?
Bring a recent issue and a month of billing. We will show you where the time goes today and what the same week looks like with one set of records behind it.