What to Do When You're Not Hitting Your Sales Goals
Posted: Sun Jan 05, 2025 8:18 am
While every sales leader wants their team to be closing deals non-stop and consistently knocking their revenue goal out of the park, there will always be ups and downs in sales. Because of that, you might find yourself in a position where you’re failing to achieve your sales goals.
When that’s the case, don’t panic. Identify what’s causing your dip in performance, collaborate with other members of your company to figure out how to overcome that problem and then work to implement a solution.
1. Audit Your Performance
The first thing you need to do when you’re not hitting your sales vk database goals is step back and assess the situation. How long has this been going on? Is this a blip or is it a trend that needs to be course-corrected?
If something is a temporary issue that just needs to be waited out, you don’t want to overreact and make large changes that could hurt you further down the line.
Instead, always focus on There will always be factors impacting a sales organization that are completely out of your control, and you can’t be actionable on things you cannot control.
The other overarching question to dive into is whether the lack of goal attainment was team-wide or if it only impacted certain team members. It’s common to have one or two individuals on your team each month fall short of their goals, but the other reps should make up for it so performance can average out across the team.
Dig into the “why”
You need to be able to answer the question “Why are we losing?” The first place to look for the answer to that question is within your reporting system.
If you document “reason lost,” that’s the first dashboard to look at. Are you seeing an increase in conflict over price or competitors? The reason you’re losing on paper might only be a slight indicator of the real issue though.
You should also look into common factors among the prospects that were close-lost. Were they good fits? Were they all from the same ICP or buyer persona? Were the necessary decision-makers involved?
Another potential cause for why you’re not hitting your sales goals is change, so you should dive into any new developments that have occurred in the period leading up to you falling short of your revenue goal. Were there any changes within your industry, within your company or within your team?
The final aspect to dive into within your audit is team trends for the trailing six months. Win rates, number of deals closing, value of deals closing — have you seen decreases in those? If there is a trend, what’s causing that?
When that’s the case, don’t panic. Identify what’s causing your dip in performance, collaborate with other members of your company to figure out how to overcome that problem and then work to implement a solution.
1. Audit Your Performance
The first thing you need to do when you’re not hitting your sales vk database goals is step back and assess the situation. How long has this been going on? Is this a blip or is it a trend that needs to be course-corrected?
If something is a temporary issue that just needs to be waited out, you don’t want to overreact and make large changes that could hurt you further down the line.
Instead, always focus on There will always be factors impacting a sales organization that are completely out of your control, and you can’t be actionable on things you cannot control.
The other overarching question to dive into is whether the lack of goal attainment was team-wide or if it only impacted certain team members. It’s common to have one or two individuals on your team each month fall short of their goals, but the other reps should make up for it so performance can average out across the team.
Dig into the “why”
You need to be able to answer the question “Why are we losing?” The first place to look for the answer to that question is within your reporting system.
If you document “reason lost,” that’s the first dashboard to look at. Are you seeing an increase in conflict over price or competitors? The reason you’re losing on paper might only be a slight indicator of the real issue though.
You should also look into common factors among the prospects that were close-lost. Were they good fits? Were they all from the same ICP or buyer persona? Were the necessary decision-makers involved?
Another potential cause for why you’re not hitting your sales goals is change, so you should dive into any new developments that have occurred in the period leading up to you falling short of your revenue goal. Were there any changes within your industry, within your company or within your team?
The final aspect to dive into within your audit is team trends for the trailing six months. Win rates, number of deals closing, value of deals closing — have you seen decreases in those? If there is a trend, what’s causing that?