Seems like mainly in the startup world (but could be because I dont have much experience outside that) target setting is very backwards.
For example last year we didn't hit our company number (which was 3x the year before) but I don't understand how the target gets there in the first place. Assuming we come across a windfall deal or two i refuse to believe management doesn't understand this is more of a nice surprise than a repeatable product but it just gets baked into next years forecast as though you can pull more out of your ass at will.
Despite missing our number our target has only come down maybe 10%? We're still leading against our competitors but we'd be absolutely destroying them if we hit these projections and our market just isn't reflecting these numbers. Curious from those who've been in sales leadership or know those who work alongside them to create these projections what is the point of setting an unreachable target?