The Problem With Obsessing Over Revenue Targets

Most sales organizations obsess over revenue targets.

Hit the number. Beat the quarter. Chase the goal.

But what if focusing solely on the number misses the point?

Revenue is a lagging indicator. It tells you what already happened. Your focus should be on the inputs that drive results.

• Strong client relationships.

• Managing contracts with integrity.

• Getting the right people on the streets selling.

Do these well and revenue takes care of itself. Miss these fundamentals and no target or goal will save you.

Doing this changes everything. Your team stops gaming metrics and starts building value. Conversations with clients become about partnership, not transactions. Hiring focuses on fit and character, not just filling seats.

Revenue becomes the outcome of doing right by your people, your partners, and your process.

Focus on what you control. Build strong relationships. Operate with integrity. Hire with discipline.

The results follow.

✍🏻 Kristi Brown, Managing Director