How to set realistic sales target.


Goal setting is a very important aspect of succeeding in whatever your calling might be but at times when it’s unrealistic it can leave you frustrated, depressed, and disappointed. However, it’s a mistake to set goals solely based on numbers. Factors such as territories, skill sets, time, level of training, and many others impact what is achievable for a businessperson.

You have to find that line between sales targets that are going to be motivating and effective but also making sure that you are not demotivated and also motivating your employees.  When goals are realistic, they will also improve forecasting.

Setting realistic goals.

Set your goals with reliable data.

When you’re looking for the balance between goals that are inspiring but not so much that they’re demoralizing, you can go on feeling and instinct, or you can go on the numbers. Maybe you combine it and do a little bit of both, but data is incredibly important to integrate into your goal-setting.

Look at past data to see things like growth rates and rep performance. 

Consider time.

Consider that a year has 365 days, but not all of those are work days. When you calculate weekends, holidays, and sick days, the numbers are significantly smaller. Now take out the number of hours spent in internal meetings and on administrative tasks, and we begin to see just how limited are the number of productive hours in the year.


By reviewing your goals frequently, you can make changes as you go based on the facts and information that’s coming in each day or each week.

Economic factors.

What is happening in your industry and the wider economy that could have an impact on revenue? Be as thorough as possible in your evaluation of the variables that may impact  either your revenue or the performance.

Current business situation.

Every business is different. That’s why it’s important to start by considering which factors affect your revenue quarterly.