Sales results are all too often a point of contention for organizations, agencies in particular. Sales goals are usually some function of just putting out a number to make the accounting department go away. There is a rarely a plan of how these pretend goals are going to actually be met. Finally, the accountability for following the pretend plan to hit the pretend numbers is non-existent. And yet we wonder why we rarely hit sales goals.

The gut reaction to missed goals almost always takes us to the tactical/process issues. 

Register or login for access to this item and much more

All Employee Benefit Adviser content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access