Setting lofty sales goals is important, but you have to make sure the goals are realistic, or you risk setting yourself up for failure, writes Sean McPheat of MTD Sales Training. "When setting sales goals, keep the facts and reality in mind. ... Examine your closing averages, average sales commissions, the number of completed closing attempts, etc. Then set a goal that will exceed those numbers, but [is] still in the realm of possibility," he writes.

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