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How to over achieve sales targets contentiously (Monthly or Quarterly)? What needs to be done on daily basis to over achieve targets?

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Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Always carry 3x pipeline and prospect like you don't have any pipeline.Β 
CrazyTechnocrat
Old School Bravo
GrowthHacker
Nice Thought. Can you suggest any practices or techniques to hold 3X, 5X, 10X pipelines.
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Good mix of smaller deals and large ones. Large ones will take longer to close. Have a few in quarter and some that could pull forward and know some will also push. Prospecting is key. Everytime you close a deal (won or lost) you need to add 2 new ones in pipe.Β 
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beerisforclosers
Politicker
+8
Account Manager
I think @CoffeesforclosersΒ is spot on - we use 3x, too. I also usually forecast 70% of my commits and 30% of my upsides (to myself - obviously I roll the actual committed number).Β 

I think part of achieving is also accepting that you're going to lose some of the deals. Don't waste time if you're not going to win it. At the same time, don't rely on the deals you think are golden. Keep it rolling and stay focused on creating more opportunity. Work like you're at 50% even when you're at 150% and you'll crush!
Bittersweet0326
Politicker
+5
Digital Business Associate
Yea @CoffeesforclosersΒ I agree. Also worrying about your companies sales target is not good. Set your own sales target for 20% above what is 'expected' and you won't have to worry come EOM/Q.
4
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lieutenantsales , Β  Sourpatch100 , Β  LarryJunior Β  and 125 people voted
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