Dealing With Unrealistic Sales Targets

 

There are two reasons why some targets are unrealistic; and both reasons are directly linked.
 

1. Not enough Communication between the people at the top and those on the front line.
 

2. Most Sales people assume that no consideration was given to their own understanding of the circumstances and possibilities, and therefore believe that the figures / targets may as well be cooked up mumbo jumbo.
 

Remember what we learnt yesterday? - That often times the battle is lost before it has even begun.
 

So long as Sales Personnel believe a target is unrealistic, they're very unlikely to achieve it.
 

The Solution?
 

1. Communication
Business owners are not only passionate about their business but naturally highly ambitious in what they believe can be achieved.
 

More Communication between bosses, middle managers, and line managers etc when planning and fixing targets would go a long way.
 

This doesn't mean that easier and more manageable targets should be set. There must always be drive and ambition. But with a little more Communication there is far greater chance of meeting those targets.
 

2. Participation
There are too many instances in which sales personnel are simply given targets, told to get on with it, and expected to come back with results every month / quarter. In such cases the results are far from desirable.
 

More participation from bosses would not only encourage and motivate sales personnel but better enable them to achieve those targets.
 

A team is only as strong as its' weakest member. Rather than the 'every man / woman for himself' culture that exists within so many companies, a culture in which every team member encourages and helps one another to achieve set individual targets as well as group targets is far more effective and productive.