If you have sales people, you need to know the 87% rule.
I’m not even sure why or how it works. But it does. Every time.
Add up all the goals your sales people have for any given period of time. As a group, they’ll come in at a total of 87% of what ever their goals total up to. Try it this month – get each person to commit to a goal. Add em up. And you can bet they’ll come in at 87% of that number.
So, if you want to hit a number – divide your goal by .87 – and make sure your sales peoples goals add up to more than that calculation you’ve come up with. If you want to hit $1,000,000 you need to make sure there goals add up to at least $1,149,425. If their goals add up to less – you’re going to miss your target EVERY time.