Companies set their sales revenues by needs or wants and these numbers generally rise year over year. In most cases there’s no plan as to how to hit these numbers other than telling your salespeople to go make it happen! “Here are your goals and your compensation package. Have at it.” Some sales managers throw in a little threat hoping to add some pressure to the game by defining minimums that the salespeople have to meet to get their compensation.
There’s a lot of pressure on your salespeople even without threats. Their revenue development hinges on the economy, how competitive your products are, how well they’re priced, your customer’s sense of urgency, budgets and decision-making authority, how well you manage your R&D, your company’s finances, and your marketing.