You're faced with unrealistic sales targets from your manager. How will you meet and exceed them?

To tackle unrealistic sales targets, I would firstly break them down into smaller, manageable goals and focus on the most promising opportunities. I would rally the team, encourage creative approaches, and work smarter, not just harder. “When the going gets tough, the tough start selling like there’s no tomorrow!”

If the targets seem unrealistic, you're playing by stone-age rules. Exit that playbook. Create your own. Come to the table with a plan that shows how you'll exceed them, but on terms that work for you. (It's the "Yes, if..." way). Make your manager an ally, not an adversary. High expectations mean someone believes you're capable—prove them right. Use it to channel your energy towards the goal. Every tool, everyone on your network and in your company is your weapon. Leverage them. One game-changing client can be worth more than 10 average ones. If you win a market leader, it creates a gravitational pull for everyone else (partners/prospects/colleagues) to come to the table with ideas and plans. That's what gives you a non-linear growth.

In my experience, effective communication and a data-driven approach are crucial when dealing with unrealistic sales targets. By demonstrating your ability to analyze the situation and propose viable solutions, you can increase your chances of achieving success while maintaining a positive professional relationship with your manager. Use past performance metrics to provide a realistic baseline. Understand industry fluctuations and economic factors impacting sales. Use data to demonstrate why the current target is unrealistic and propose an adjusted goal.

All of us in sales have targets and it is always increasing every year. In order to be successful, we have to be diligent in our territory planning. Get to know which companies in our territories, including those who are coming in and going out. Know your Ideal Customer Profile and keep a tap on your SAM and TAM.