Why Setting ‘Stretch’ Goals for Your Salespeople Is Counterproductive

Posted by Tony Yeung on Wed, Sep 02, 2015

“Stretch” goals for salespeople are a common practice we see when working with sales leaders across industries. We hear many justifications such as “we need to push people to perform at a high level,” “we don’t pay for mediocrity” and “we need to leave a buffer so that even if salespeople don’t hit their number, we’ll still hit our corporate objective.” While many of these rationales may sound okay at first glance, the logic is almost always flawed. Unfortunately, this is a regular practice in the hospitality industry and it is likely hurting rather than helping top-line sales.

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