Imagine that you’ve been given the assignment to increase sales by 5%.

You can’t raise prices.  You can’t add more staff.  You don’t have the budget for additional marketing support.

What do you do?

The worksheet below presents you with two options – and the process to identify others, to determine your route to achieve your goal.

  • Option 1 involves asking (demanding?) an equally higher productivity from each of your reps.
  • Option 2 involves asking your high producers – arguably the team members with the best personal pipelines, and the best ability to close – to contribute more, while asking for a lesser contribution from team members who probably can’t step-up their games

Use the worksheet to compare options, adjust goals, and plot your route – acknowledging that you’ll need to step-up your game as a Sales Leader to support your team as they deliver these stretch goals: