When we make a sale, or take one step closer to meeting our goal, we are overcome with a felling of achievement which motivates us to sell more.
Im sure that anybody who is reading this article has been in the situation where they may have been given unobtainable goals from one of their bosses, sales managers, or some higher up somewhere in the company.
When goals are given that are unrealistic, the mission is doomed from the beginning. It immediately gives a feeling of despair to the sales team, which can be devastating to morale.
The sales team will do their duty and work as hard as they can to obtain the goals, but when they fall short, they will have feelings of failure, and will be reluctant to move on.
Simply stated, unrealistic goals, take the fun out of selling.
A personal story . . .
During my years in the banking industry, I managed a sales team in a small branch inside of a grocery store. This is what is known as In-store banking. It was estimated that seven thousand people came through the grocery store where my branch was located on a weekly basis.
With that statistic, my sales team was given a goal of opening up...
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