{"id":12526,"date":"2020-10-02T16:27:00","date_gmt":"2020-10-02T16:27:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-managers-fail-to-motivate-salespeople-and-what-they-should-do-instead\/"},"modified":"2022-12-19T17:25:33","modified_gmt":"2022-12-19T17:25:33","slug":"how-managers-fail-to-motivate-salespeople-and-what-they-should-do-instead","status":"publish","type":"post","link":"https:\/\/sandler.com\/news\/how-managers-fail-to-motivate-salespeople-and-what-they-should-do-instead\/","title":{"rendered":"How Managers Fail to Motivate Salespeople and What They Should Do Instead"},"content":{"rendered":"\n<h6 class=\"wp-block-heading\">[Strategy Driven]<\/h6>\n\n\n\n<p>Historically, salespeople have been \u201cgiven\u201d their goals. Whether we call these goals, targets or quotas, it\u2019s all the same. Sometimes the goal is arbitrary, as in, \u201cI know you can do better, so next year I\u2019m raising your target by 25%.\u201d Other times it\u2019s prescribed. For example: \u201cWhatever you did last year, this year\u2019s target is 10% higher. And, by the way, your bonus will be based on a percentage of quota attained.\u201d Neither of these approaches deliver great results. Here\u2019s why.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>[Strategy Driven] Historically, salespeople have been \u201cgiven\u201d their goals. Whether we call these goals, targets or quotas, it\u2019s all the same. Sometimes the goal is arbitrary, as in, \u201cI know you can do better, so next year I\u2019m raising your target by 25%.\u201d Other times it\u2019s prescribed. For example: \u201cWhatever you did last year, this&#8230;<\/p>\n","protected":false},"author":15,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1053],"tags":[],"class_list":["post-12526","post","type-post","status-publish","format-standard","hentry","category-news"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Managers Fail to Motivate Salespeople and What They Should Do Instead - Sandler<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/news\/how-managers-fail-to-motivate-salespeople-and-what-they-should-do-instead\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Managers Fail to Motivate Salespeople and What They Should Do Instead - Sandler\" \/>\n<meta property=\"og:description\" content=\"[Strategy Driven] Historically, salespeople have been \u201cgiven\u201d their goals. Whether we call these goals, targets or quotas, it\u2019s all the same. Sometimes the goal is arbitrary, as in, \u201cI know you can do better, so next year I\u2019m raising your target by 25%.\u201d Other times it\u2019s prescribed. 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