Why Revenue Targets are Overrated in Sales
Of course a sales person needs a revenue target!
However, a revenue target on its own is not enough. If someone has an aspirational revenue target to work to and nothing else, they are going to struggle. They will either achieve it or fail. But, by the time it is realized that targets are going to be missed, it is too late.
It is important to give more detail to a revenue target
- What type of customers or what type of work do you want a sales person to bring in?
- What should a sales person actually be doing to make sure they have the best chance to win the right work? What activity targets will they be set (or will they set themselves)?
- How will the results from their activity be measured?
Only then does a sales target begin to look realistic.
What happens when targets are not being met?
Sales people are often dismissed as underperforming when they don’t meet targets. But it is important to support them. Find out why they are not meeting their targets. Help them to remove the barriers that are preventing success.
Remember, you cannot have a one-size-fits-all sales target
Look out for my next piece where I explain the importance of setting targets that are individual to each sales person.
Learn more about setting the right targets for sales people
Check out “How To Succeed At Print Sales” where I outline the importance of a detailed 13-week sales plan. If a sales person has one of these then they have everything they need to make sure that they are performing correctly.
Also download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. It’s free and you can unsubscribe at any time.
The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.
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Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
