3 Steps to Realistic Sales Goals

Magazine Contributor
Entrepreneur Contributor
1 min read

This story appears in the December 2015 issue of Entrepreneur. Subscribe »

Q: How do I set realistic sales goals for my employees? 

A: John Doerr, co-president of Rain Group, a sales training and consulting firm in Framingham, Mass., offers this approach.

  1. Determine your company’s goals. “The toughest thing for entrepreneurs to ask is, ‘All right, if I get to this level, will I be happy?’ The first step is to figure out where you are and what you want.”
  2. Assess market potential. “That’s going to influence how big the quota should be. If [you’re] in a brand-new space, the quota could be really high. You have to adjust your goals to the overall market potential.”
  3. Evaluate your salespeople. “You want your goals to be an incentive that people can reach. You don’t want people to be discouraged. What’s possible for them based on their previous sales level and their skills set?” 

More from Entrepreneur

Get heaping discounts to books you love delivered straight to your inbox. We’ll feature a different book each week and share exclusive deals you won’t find anywhere else.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
Starting, buying, or growing your small business shouldn’t be hard. Guidant Financial works to make financing easy for current and aspiring small business owners by providing custom funding solutions, financing education, and more.

Latest on Entrepreneur