When Sales Goals are Counterproductive

If you are the manager of a sales team, then you are probably involved in the process of setting sales goals.  This is the case whether you are managing financial advisors (FAs), certified financial planners (CFPs), trust representatives, or private bankers.  Set those goals properly and you can incent productivity; if not, your sales goals can become counterproductive.  How do you know you are setting goals properly?  One answer is found in a recent Harvard Business Review article: “When 10%-to-20% of salespeople miss their goals, the problem is most likely the salespeople. But when the majority of salespeople miss their goals, the problem is the goals.”

If you would like to learn more, click the following link to read the article entitled, “Five Ways That Higher Sales Goals Lead to Lower Sales.”