
Everyone wants to earn more than they did last year, thatโs natural. In our Sales Management course, we are taught that to achieve higher earnings, companies must increase their revenue, and this can only be done by driving more sales. Sales targets are essential for this process, and they will only continue to rise. Accept this as part of the job.
When I ask salespeople whether they think sales targets should be easy or challenging, many say challenging, but in truth, most would prefer an easier path. Sales targets exist to ensure the company generates the necessary revenue. Without them, there would be no clear goals, and performance would suffer. Without sales targets, there would be no way to measure progress or hold the team accountable.
In short, sales targets arenโt just numbers – theyโre critical to ensuring company growth and personal success. Without them, sales performance would inevitably decline.
Henry Ford once said, โWhether you think you can or think you canโt, you are 100% correct.โ Our version is, โWhether you believe you can or canโt achieve your sales target, you are 100% correct, and youโll find every reason to justify your outcome.โ
Your mindset plays a pivotal role in sales success. If you believe in your ability to hit your sales target, youโll find the drive to make it happen. But if you doubt yourself, youโll focus on excuses. The decision is yours, and it starts the moment youโre given your sales target.
Remember, in sales management, the right mindset is crucial – believe you can, and you will.
I often smile when I see sales leaders announce new targets. They passionately discuss market potential and promise itโll be the best year ever. But the sales team often have poker faces – just waiting for The Number. In the game, a poker face means showing no emotion, whether delighted or frustrated. Similarly, salespeople arenโt paying much attention to the speech; theyโre focused on the target.
Once the target is revealed, each salesperson quickly decides whether itโs achievable. If they doubt it, negative thoughts take over: โDo they not understand the economy, the market, the competition? This target is just an increase from last yearโs budget – itโs unrealistic.โ
Such thoughts can undermine your success. In sales management, your mindset is key. If you believe you canโt hit the target, youโll find reasons to justify it. But if you stay positive and focused, youโre more likely to succeed.
Sales gurus donโt wait for a company to set their sales target. They already know what they want to achieve, and their goal is almost always much higher than the companyโs target. When the company’s target exceeds their own, they donโt focus on reasons why itโs impossible. Instead, they ask themselves: How can I achieve this? What do I need to do more of to hit this number? What do I need to improve to reach this goal?
I often find it frustrating when salespeople tell me their target or that theyโre still waiting for it. Hereโs a wake-up call: your sales target isnโt your goal – itโs your job. Itโs the minimum standard set for you. Your true goal is the reason you want to surpass that target – and to achieve much more.
In sales management, itโs important to recognise that most salespeople have untapped potential far beyond the sales target theyโre given. The question is, are you ready to push yourself to achieve more? When you are, get in touch with us.