When you think of a sales target, what comes to mind? You thought of a single number right? But what if you thought of 2 numbers instead? Not for 2 products or for 2 salespeople – one product, one salesperson, one period, 2 targets. Rather than, ‘My target is 10 new accounts per month’ It becomes, ‘My target is 8-12 accounts per month’ Sounds strange? I agree. Says Who? I came across this in Robert Cialdini’s blog. Dr. Cialdini is the world’s foremost authority in the science of … [Read more...]