Q: How do I set realistic sales goals for my employees?
A: John Doerr, co-president of Rain Group, a sales training and consulting firm in Framingham, Mass., offers this approach.
- Determine your company’s goals. “The toughest thing for entrepreneurs to ask is, ‘All right, if I get to this level, will I be happy?’ The first step is to figure out where you are and what you want.”
- Assess market potential. “That’s going to influence how big the quota should be. If [you’re] in a brand-new space, the quota could be really high. You have to adjust your goals to the overall market potential.”