The Center for Sales Strategy Blog

Do you remember projecting 2009 revenue as we stared into the abyss of the Great Recession?

We all knew it was coming as it started with plenty of notice in the Fall of 2008. Many businesses projected negative sales growth, while others simply would not accept it. The organizations that intentionally gave their teams over the top numbers to hit lost a lot of ground on annual long-term business and blew Q1 because they demanded so much more than what the market would bear for them.

Setting clear and manageable goals is crucial for 2021.

As we dive into fourth quarter, life starts to pick up the pace from lazy summer days to hectic school and work days. Traffic is heavier, vacations are over and the hustle and bustle of the holidays starts to take shape. Before you realize, it’s a new year (with new budgets!). Avoid being caught come January 2^nd and make a plan now to set yourself up for success in the coming year. As Benjamin Franklin so famously stated, “If You Fail to Plan, You Plan to Fail.”  There is so much truth to this statement. 

When salespeople mention why the left their previous job, you often hear complaints of unreasonable budgets. Along the lines of, 'My sales manager was crazy! There was NO WAY that could hit that budget." As a manager, how do you make budgets attainable? And as a salesperson, how do you meet that goal?!

I was talking to a client last week who was feeling defeated because his team was not meeting every goal he had set out for the year. I get it, good sales leaders hate to lose and should be upset when they don’t deliver the number. But this is a very strong team, delivering strong performance. And they keep setting tough goals in lots of different areas. They have a big vision for where they are going! They aren't going to be able to hit every goal, every time.