If your reps only have one goal — meeting their quota — they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.

Smaller goals let your reps build confidence with incremental wins. They also help track your rep’s progress toward larger goals, giving you more time to work with struggling reps.

A Dominican University study found setting specific goals increases motivation beyond simply telling yourself, “I’ll just do my best.” The study ultimately reported professionals who stuck to a goal-oriented plan performed better

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