A recent Salesforce.com study indicated that nearly 3 out of every 5 (57%) salespeople believe they will not make quota in 2019, and this number has been creeping up over the recent past.  Separately, “best practices” sales plan design recommends quotas be set to anticipate that 50% to 60% of incumbents will reach or exceed expectations.  These two statements suggest a conflicting year for sales organizations and perhaps sales results.

Company should establish sales goals not only to reflect growth over last year’s performance, but also factor in client retention rates, industry projections, and economic forecasts (to name a few major influencers), as well as a healthy dose of communications.