RAB Insights

RAB Research Archive

Create a plan that's based on reality

As a new salesperson, management hired you and they’re excited about your potential -- you plan to go in swinging and deliver your number faster than anyone else has before. But be extra careful about setting expectations too high.

I know plenty of sales reps that have optimistically forecasted doing 200% of their number in their first month because they were feeling good about it. Two months in, that was not the case. As you might expect, they’d fallen short and like Icarus, flew too close to the sun. Don’t put yourself in this position.

It’s far better to under-promise and over-deliver. These first few months are your chance to set a good and lasting impression with your boss.

Source: Business writer Chris Gillespie