goals

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.

  1. 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.”
  2. 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.”

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