The group that is on track to meet its revenue target took a logic-driven approach to develop its goal. This approach resulted in their sales leaders being equipped to develop cohesive sales plans that account for various revenue goal segments. The key to this success is that these sales leaders were also effective at implementing and executing their plans.
The other group took a top-down approach to establish their revenue goals leaning on what they ‘thought’ was possible.
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.