Setting Realistic Sales Targets That Motivate, Not Discourage

The wrong target hurts

Random or inflated targets lose credibility and get ignored. Low targets leave latent performance untapped. A good target balances ambition and realism.

The basis of a sound target

• Build it on historical performance and market potential.
• Split it fairly across territories and reps.
• Make it measurable and track it weekly.
• Tie it to clear incentives on achievement.

Follow-up makes the difference

A target without follow-up is a wish. When the rep sees progress toward their target live, they adjust effort in time. Data-based targets lift performance without discouragement.

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