TenForTek

When Setting Sales Goals & Targets: Set them VERY carefully.

Setting up some sales KPIs (Key Performance Indicators) for a client, and found this article. "9 reasons why targets make performance worse". It is VERY accurate and something Sales Managers and VPs really have to consider with their Sales Analyst(s) when working on sales incentives for their Sales Team.

When building Sales Goals Incentives & Compensation, Sales Managers really need to think through how they want their sales reps to perform striving to reach those goals. This is because HOW their sales reps get there might not be how their Sales Manager wants the company to be represented, and in some cases (as we have seen) it can be a huge liability.

9 reasons why targets make performance worse "When management sets targets and makes people's jobs dependant on meeting them, they will likely meet the targets – even if they...