Are you setting sales goals wrong? If you are, your top performers might be unhappy or seeking other opportunities.
Why? The expectations can quickly get out of control sometimes.
Harvard Business Review said, "One common misstep is using past performance as a yardstick. If a top performer overshoots her annual target by 20%, her next year’s target is set at 120% of the current year’s — while next year’s target for a rep who achieves just 90% of this year’s target remains unchanged."
So, use analytics to help set better goals. Look more closely at the metrics and set goals based on both performance and what is reasonable.