italiangolfer profile picture
italiangolfer profile picture

italiangolfer

Area Manager

Valued Contributor
Executive
Fire Starter
+3

Do you think is fair?

Every year my Area target growth is calculated on my previous year's achievements and not on my previous target.

In 2022 i smashed the target with a +33% (area record of all times) and now the Corporate asks for a +15% based on my result, in a flattish/slightly decreasing market.


Basically they are asking me a 31% growth Yoy even if the Corporate mission is +11% and obviously this will put on risk my yearly bonus.

Do you think is it fair?

👑 Sales Strategy
🙏 Mental Wellness
15

16 comments

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GDO
Politicker
6
BDM
That just sucks. You screw yourself by doing a good job
Pachacuti
Politicker
5
They call me Daddy, Sales Daddy
Fair? Probably not.

Reality? Yep.
Sunbunny31
Politicker
5
Sr Sales Executive 🐰
It isn't fair, but it's very common to increase targets for reps based on the previous year's success.
CuriousFox
WR Officer
3
🦊
This is actually common.
italiangolfer
Valued Contributor
0
Area Manager
but not to ask a double digit growth in a flattish market after two years at +30 and over growth...
Diablo
Politicker
2
Sr. AE
Did you ask why you have a separate % vs company’s goal?
italiangolfer
Valued Contributor
0
Area Manager
it's because we work in different areas with different numbers so every manager has different growth request.
I can understand a director puts a target higher than what the company expects to try to secure the mininum accettable by the shareholders, but lihe this is insane
TennisandSales
Politicker
2
Head Of Sales
ugh no i do NOT think this is fair!

I really dont understand why leaders do this shit. its a great way to NOT incentives you to do your best.

so the answer is no this is not fair, but lots of companies do it and it sucks.
sketchysales
Politicker
2
Sales Manager
I get what you are saying but this shouldnt be your first time encountering this if you have been in sales for a bit.
Its how business works and if you were the business leader I guarantee you would take the same or similar approach because anything else your number is going backwards from last year which isnt an option for a business.
Personally, I would sit down and look at how you could achieve the number and what will be needed in order to get it. If you absolutely cannot make it or it will be very tight, take the information to your manager and say, thanks for the new target, this is what I can forecast at a push this year, its not quite making it, can you help me find a way of making up the rest of the number? If not, we need to relook at this target because while I am 100% committed to giving my best, theres no point aiming for the stars if we only have fuel for the moon.
Theres a good chance nothing will come from this conversation but what it will do is give you something that come the end of the year, if you deliver on what you forecasted yourself and you did miss the number, you can reference this conversation and say i tried to take responsibility of my target and make you aware and what i said happened. Risky approach in one sense but I think if you start treating your own area of sales like your own business, management can see that and respect it.
antiASKHOLE
Tycoon
1
Bravado's Resident Asshole
Sounds like they just don't want to pay you what you deserve. This is how burnout occurs.
Fenderbaum
Politicker
1
Retired Choirboy🪕
Of course it's not fair, but you did a good job, now they expect more from you. Typical.
punishedlad
Tycoon
0
Business Development Team Lead
This policy just encourages you to look elsewhere after a couple of years.
notdavemoss
Valued Contributor
0
CCBW
No it is not fair and it's time to look for a new job.
Justatitle
Big Shot
0
Account Executive
Some just brutally honest truth for you, doesn't matter what we think. matters what your company thinks, are you able to go to them and say that it feels like you are being punished for doing well and don't want to be disincentivized.
salesherald
Executive
0
Sales Process Consultant
This guys love to shit some goals on the table, why would you stop to really think some good numbers based on real metrics if you can just throw the number you love since you were a child? (Mine is 8, so lets increase the sales in 8x hahaha)
kelvin26
Fire Starter
0
administrative manager
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