Set the Right Goals for Your Sales Team

Your sales team will make or break your company, so you need to make sure the drum beat they march to matches the financial goals of your company. Setting the wrong goals for the sales team can have disastrous consequences. For example, a CEO I know made his measurement system too simple, only measuring success by how many pending sales were on the board: Neither the value of the sale nor closing the sale were part of the definition for success. He truly thought his salesforce would make the logical leap that larger sales were better and closing was essential, but his own measurement system smacked those considerations out of their heads. Of course his system backfired, and the sales team left and bad-mouthed the company.

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