Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let us clarify that they need to be both meaningful, with a focus on hard, not vanity metrics. They also must be realistic to your industry, region, market, team, and organizational capacity.
One of the best ways for sales leaders to set realistic goals is first to look back. History can offer meaningful data and will provide checks and balances when dealing with projections and not actuals.
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