Everyone wants to earn more than they did last year, that’s 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 aren’t just numbers – they’re critical to ensuring company growth and personal success. Without them, sales performance would inevitably decline.
Henry Ford once said, “Whether you think you can or think you can’t, you are 100% correct.” Our version is, “Whether you believe you can or can’t achieve your sales target, you are 100% correct, and you’ll find every reason to justify your outcome.”
Your mindset plays a pivotal role in sales success. If you believe in your ability to hit your sales target, you’ll find the drive to make it happen. But if you doubt yourself, you’ll focus on excuses. The decision is yours, and it starts the moment you’re 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 it’ll 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 aren’t paying much attention to the speech; they’re focused on the target.
Once the target is revealed, each salesperson quickly decides whether it’s achievable. If they doubt it, negative thoughts take over: “Do they not understand the economy, the market, the competition? This target is just an increase from last year’s budget – it’s unrealistic.”
Such thoughts can undermine your success. In sales management, your mindset is key. If you believe you can’t hit the target, you’ll find reasons to justify it. But if you stay positive and focused, you’re more likely to succeed.
Sales gurus don’t 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 company’s target. When the company’s target exceeds their own, they don’t focus on reasons why it’s 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 they’re still waiting for it. Here’s a wake-up call: your sales target isn’t your goal – it’s your job. It’s 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, it’s important to recognise that most salespeople have untapped potential far beyond the sales target they’re given. The question is, are you ready to push yourself to achieve more? When you are, get in touch with us.
