What do you do if your boss's expectations in IT Sales seem unrealistic?

Something that is very useful to me is being able to establish different scenarios (realistic, optimistic, extraordinary), and then defining a percentage of success for each one of them and the conditions under which each one can be achieved. If you want an extraordinary result, as a salesperson you may need extraordinary support, such as investments, work team, among others. After these scenarios, it is key to present them to your leader to discuss them in a calm environment and focused on being able to achieve a result that benefits everyone.

If your boss's expectations in IT sales seem unrealistic, address the situation with a constructive and collaborative approach. Start by analyzing the expectations and gathering data—such as past sales performance, market conditions, and team capacity—to support your viewpoint. Schedule a meeting to discuss these concerns and share your insights, focusing on facts rather than emotions. Propose a realistic alternative plan, offering revised targets or strategies that balance ambition with feasibility. Emphasize your commitment to achieving success and finding solutions together. Keeping the conversation focused on mutual goals and providing actionable alternatives helps build understanding and collaboration.

If your boss’s expectations in IT sales seem unrealistic, keep it simple: 1?? Gather Data: Present market conditions, past performance, and resource needs. 2?? Propose Solutions: Offer scenarios—realistic, ambitious, and extraordinary—with the support required for each. 3?? Collaborate, Don’t Confront: "I’m ready to aim high, but let’s align our strategies to make these goals achievable." Keep it light, keep it factual, and stay focused on solutions! ?? #SalesStrategy #RealisticGoals #Teamwork

It's good to prove what's realistic based on data/statistics/numbers If you have a CRM or Outreach automation tool - it's easy to show how the usual funnel looks like For example, to get 1 buying client you need to send out 10 offers, and for that you need to reach out to 100 prospects If your boss expects you to get 10 buying clients a month, it means that you need to reach out to 1000 prospects per month Using this logic you can determine if: 1) There are enough prospects in your area 2) It's physically realistic to reach out to that many prospects daily 3) This is a good strategy to go after quantity rather than quality

I would do the following in a situation like this. 1. Assess the overall situation with holistic approach 2. Invite your boss or manager for an unbiased discussion 3. Understand his stand and see if this is based on rational backed by historical data 4. Always acknowledge positively 5. Explain the scenario in a proper sitting, ideally an hour before leaving the office 6. Remember to follow corporate ethics before defying or disagreeing 7. Present the solution to non compliance or non agreement in a compelling manner

Document Your Findings: Compile data and examples that illustrate why the expectations may be unrealistic. Be specific and objective in your analysis. Identify Potential Solutions: Think about alternatives or adjustments that could make the goals more achievable, such as phased targets or additional resources.

Begin the conversation with humble attitude and with the intention to listen to the anger. You should articulate your issues and then give facts as the basis of your argument. You can expect that they will have an explanation for their action and it is good to be ready to compromise. Such a discussion may make expectations realistic or, at least, reveal new strategies and tools that can assist in achieving goals. In fact, it is a two-way process which means if proper coordination and cooperation between you and your team members is created then it is possible to achieve positive results!

Initiate an open dialogue with your boss about unrealistic sales targets. Approach the conversation with respect and a willingness to understand their perspective. Clearly express your concerns and provide data to support your case. Be prepared to listen to their reasoning and find a middle ground. This conversation can lead to more achievable expectations or uncover new strategies or resources to help you meet your goals.

Show that you're willing to stretch and push your limits, even if the goals are tough. Your boss might appreciate your positive attitude and commitment, but you should also set realistic expectations for what can be achieved with existing resources. Ensure you fully understand what your boss expects, including specific targets, timelines, and resources available. Ask for details if the goals seem vague or unattainable. Prioritise your approach and develop a plan.

Start Positively: Begin the conversation by acknowledging your boss’s vision and goals. Express your commitment to achieving success as a team. Present Your Concerns: Use the data you’ve gathered to illustrate your point. Be clear and concise, focusing on specific issues rather than general complaints (e.g., “I’ve noticed that last quarter’s target was 20% higher than our average, and here’s why…”).

Specifically, find out which of the sales goals should be considered significant and which of them can be altered. Target the areas that would have a lot of influence and ensure that reforms correspond with this line of thought. By emphasizing priority we do not necessarily exclude other relevant goals; it is simply a question of focusing on the resource and time management in the sphere of IT sales and reaching the best possible outcome. Applying this procedure of focusing on the high impact targets may help in attaining improved outcomes to chart out a well defined path towards the overall objectives. Just do not forget that, in some cases, a niche approach yields even more results!

After assessing the situation and speaking with your boss, set priorities. Identify the most critical sales targets and focus your efforts there. Prioritize strategically to maximize your chances of success. Remember, prioritizing doesn't mean ignoring less important goals, but allocating resources and time wisely.

Offer Alternatives: Suggest more realistic goals or incremental targets that align with market conditions and team capabilities. For instance, propose a gradual increase in sales targets based on historical data. Request Support: Discuss potential resources or support you may need, such as additional training, marketing materials, or team collaboration, to help meet expectations.

Be specific about what your plan is with key actions and when you hope to achieve those milestones List out each goal and what needs to be done on a daily, weekly, and monthly basis. A solid plan can be helpful both as a roadmap, and also evidence of the thought that has gone into this process. Having a plan allows you to stay organized and gives you a framework for measuring progress and making adjustments accordingly. Whatever the case, clarity in strategic planning is critical to success!

To achieve revised targets, it's crucial to develop a detailed plan that includes clear actions, timelines, and milestones. Start by breaking each goal into smaller, manageable tasks to complete daily, weekly, and monthly. This method ensures consistent progress while keeping the overall objective in focus. Additionally, having a structured plan demonstrates a proactive attitude, making it easier to discuss progress or expectations with your boss. By staying organized and disciplined, you'll have a roadmap to success that is both actionable and measurable.

Develop a detailed plan to achieve revised sales targets. Include specific actions, timelines, and milestones. Break down goals into manageable tasks and determine daily, weekly, and monthly priorities. A well-structured plan provides a clear path forward and serves as evidence of your proactive approach if you need to discuss expectations with your boss again.

Seek support by having an open, data-driven conversation. Schedule a meeting to discuss specific concerns, using metrics to highlight why certain targets might be challenging. Propose alternative strategies or adjustments, focusing on solutions rather than just problems. You can also seek advice from colleagues or mentors for fresh perspectives. Collaborating with your boss on realistic goal-setting and aligning expectations ensures a balanced approach to achieving success.

Don't hesitate to seek support from your team or other departments. Collaborating with others can provide new insights and strategies to help you meet sales targets. A team-oriented approach can be motivating and lead to better overall performance. Remember, leveraging the expertise of others is often the key to success in IT sales.