Sales Leadership Techniques To Tell if You Have Realistic Sales Targets
Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task. Do not ask for too much or too little if you want your sales team to perform at their peak.
Goal Setting Psychology
There is a fine line between setting goals that stretch sales reps’ capabilities within the realm of possibility and goals that are virtually impossible to reach. One encourages greater effort; the other causes frustration and the urge to quit even trying.
If you want to raise the performance level of your solution selling team, you need to find a happy medium between goals that are actually achievable and those that cannot be reached.
Why Do Sales Leaders Struggle with Setting Sales Targets?
Some sales leaders mistakenly believe that consistently higher sales targets lead to consistently higher sales. Others feel pressure to come up with forecasts that will look good to investors. And others just incrementally increase last year’s numbers to fit the current year budget projection without much data to substantiate them.
Two Helpful Techniques To Create Realistic Sales Targets That Drive High Performance
1. Consistently Track and Share Performance Results
Monitor performance quarter-by-quarter so you can understand how many sales reps succeed and how many fail. When sales goals are realistic for your unique sales strategy and sales culture, you can expect 60-75% of your team to reach them.
If you see your goal attainment percentage fall from one tracking period to the next, suspect your targets…not your team. If up to 20% of your sales team misses their targets, it may well be a problem with the specific salespeople. But when 50% or more fall short, you can assume the problem lies elsewhere.
2. Track Sales Rep Engagement and Turnover
Any good sales manager will keep track of sales team engagement and attrition. Of course, the worst people to lose are the “A” sales players you and your customers count on most. If you find that your high performers are disengaging or leaving at too high a rate, try setting more realistic revenue goals that better align with your sales strategy and sales culture.
The Bottom Line
Challenging and possible sales targets can help to raise revenue. Unrealistic sales targets decrease performance. To help your sales team perform at their peak, make sure that your sales targets are clear, relevant, meaningful, fair, consistent, accurate, trusted, timely, transparent and just possible.
The list may seem long, but sales target are too important to get wrong.
If you want to learn more or take the first step toward creating high performance and realistic sales targets, download the Right Amount of Sales Performance Pressure now.
4 Tips to Keep Your Team Engaged
Top 4 Sales Leadership Mistakes to Avoid
A Better Way to Set Strategic Priorities
How to Better Handle Office Politics
How to Ensure Smart Talent Management
We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.
We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.
Vice President Human Resources
LSA’s consultant designed and delivered a half-day team building solution for our recent conference. It included careful customization to integrate the design with our new mission and values. Everyone had fun and identified key issues with our teamwork. Altogether a great program!
Director of HR
Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.
Chief Financial Officer
We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.
Senior HR Manager - Staffing, Training, & Development
We have been able to utilize LSA’s extensive network of top-notch resources to leverage our investment in employee development. The result has been the cost effective and highly efficient delivery of quality educational and management training programs.
Vice President, Human Resources
We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.
HR Project Manager - Training & Development, PHR
Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.
Senior Manager, HR Destiny Sales Region
“We turned to LSA to help us custom design and deliver a leadership and management development curriculum to help drive performance. They have done an excellent job diagnosing the business situation, designing an approach that fits our culture, and delivering a first class solution.”
VP Human Resources
LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.
Senior Marketing Manager
LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.
Vice President, HR and IT
LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.
Vice President Human Resources
We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.
Michelle A. Mitchell
Vice President, Worldwide Human Resources
The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.
We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.
Director, Human Resources
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.