Most sales managers, Executives, and CEOs take this time of year to create a forecast, which is great, but it is just an intellectual process.
To realistically look at 2016, you should look back on your last 3 years and see how much growth you and your people have experienced. Has it been about 5% every year, or more, or less? Then, take a look at why it has been that big or small. What were the factors, and what can you do to get those road bumps out of you and your people's way for next year?
You really need to sit down with each rep, and find what kept them from blowing way past their goals. This is the time of year to really get to the heart of the matter and not just set a number. Point out their major weakness, and then, plan to make it a major strength this year.
You can plan the numbers all you want, but now is the time to plan the growth of your people, not the numbers.
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