Stop Setting Sales Goals and Start Achieving Them
Every sales team sets goals. Yet, according to industry research, more than half of sales representatives miss their quotas every single year. The problem is not ambition. It is not effort. The problem is the way most organizations approach sales goals treating the act of setting them as the finish line, rather than the starting point. If your team keeps falling short, it is time to stop obsessing over the goal and start building the system that achieves it. Why Most Sales Goals Fall Apart Before the Quarter Ends Setting a sales goal feels productive. There is a number on a whiteboard, a target in the CRM, and a kick off meeting full of energy. But energy fades, and without the right infrastructure underneath a goal, so does performance. Here is where most teams go wrong: Goals are set top-down without team input. When sales reps have no ownership over a target, they feel no personal connection to it. A number handed down from leadership is just a number it does not ca...