Beating Last Year's Goal - But Still Failing

Question: If last year’s revenue was 10 million, and the sales team is on track to end this year at 11.5 million, but the determined goal was 13 million, is the sales team doing well? The answer depends on a few things.
Just because the sales team is performing better than last year doesn't necessarily mean that we are doing well overall. Instead, find out where the disconnect is, see how you and the sales leader can realign, and make sure they are hitting their goal.

About Gary Braun

Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.

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