Break Free from Unfair Sales Targets: Close More Deals Now
Here’s a typical scenario in Sales:
Management wants you spend most of your day making calls, but only 2 out of 100 lead to sales.
That's the tough reality for many salespeople stuck with unrealistic targets.
But what if you could change this and find joy in sales again?
The Problem with Unfair Targets
Unrealistic expectations aren't just stressful—they hurt your career.
Many companies still use old-fashioned targets like daily call numbers.
But these rarely lead to more sales.
It's like judging a restaurant by how many ingredients they use, not how good their food tastes.
The result?
Only half of salespeople are meeting their targets, and it's getting worse.
This constant pressure isn't just unhelpful—it's harmful.
The Real Cost of Chasing Numbers
Always trying to hit these unfair targets takes a big toll:
You feel burned out and lose your enthusiasm for sales
You start to dislike your job
You might feel tempted to use unethical tricks to hit your numbers
Your work-life balance suffers
Many salespeople worry more about hitting these meaningless targets than building relationships and making good sales.
Feeling overwhelmed? check out my exclusive guide on low stress sales jobs.
Why Old-School Targets Don't Work
These old targets fail because they:
Don't care about the quality of your customer talks
Ignore how complex modern sales can be
Don't consider market conditions or how hard your product is to sell
Imagine a tech salesperson selling complex AI solutions.
Making them do 50+ cold calls a day is like asking a brain surgeon to do 50 surgeries daily—it's not just unrealistic, it's counterproductive.
A Better Way: Measuring What Really Matters
So, how can you fix this?
By focusing on what really counts:
Look at the results: How much money did you bring in? How many deals did you close? Are customers happy and making referrals for you?
Consider quality: How well do you build relationships? How good are you at solving problems?
Think short-term and long-term: Balance quick sales with building a strong customer base for the future.
This approach fits well with new strategies like signal-based selling, which focuses on spotting and acting on key customer behaviors.
How to Deal with Unfair Targets
If you're facing unrealistic targets, try these:
Speak up: Show your boss how current targets might be hurting sales.
Show your true value: Explain how your work helps the company in the long run, not just in numbers.
Suggest better ways to measure your work: Offer ideas that show your real value to the company.
Dealing with pushy sales managers can be tough, but honest talk is your best tool.
Advice for Sales Managers
Sales leaders, here's how you can help:
Set fair, flexible goals: Think about each person's strengths and how hard the product is to sell.
Look at the whole picture: Consider both quantity and quality of work.
Create a positive work culture: Focus on helping your team learn and grow, not just hit numbers.
Check out these best sales training resources and keep learning.
Your Key to Sales Success
Moving away from unfair targets is important, but it's just the start.
To succeed, you need a better plan for your sales process.
That's where great prospecting comes in—it's the foundation of sales success, helping you focus on quality talks that lead to sales.
To help you master this key skill, here’s "The Ultimate Sales Prospecting Checklist: Your Guide to Closing More Deals".
This guide helps you improve your prospecting and close more deals with less stress.
It covers everything from finding ideal prospects to nurturing leads.
Here's what Sarah, a B2B sales manager, said about it: "Great checklist! saved so much time and just closed a big deal, thank you!!"
Using the ideas from this post and the strategies in the checklist will help you:
Focus on what matters for sales success
Have much better talks with potential customers
Find and nurture the best leads
Close more deals without the stress of unfair targets
Start Closing More Deals The Smart Way
Don't get stuck with old-fashioned targets.
Download "The Ultimate Sales Prospecting Checklist" now and start improving your sales career today.
Special offer exclusive Sales Career Hub subscribers: Use code SALES20 at checkout to get 20% off the regular price of $49.
Valid until July 31st!
Every great sale starts with great prospecting.
With this checklist and a focus on what really matters, you'll be on your way to reaching your true sales potential!
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