This answer from Sales team shows the biggest problem with Sales

Are you happy with your sales in FY 19?

I asked the sales team that had gathered for the two day long annual ritual of setting the targets for FY20, at one of our Clients. The company had grown its revenues by over 20% in FY19. In response, everyone raised their hands.

Then I asked, how many of you feel really lucky to have achieved the targets for FY19?
Surprisingly, everyone from the Sales team raised their hands again.

Then came the final question – how many of you expect to be lucky even in FY20?
This time, I was answered with a confused gaze from the sales team. The CMO, however, got a flash of clarity on the problem they were to face in FY20.

Thinking about it…what’s this luck factor in sale?
Well, for that matter luck in any case is all about being in the right place at the right time. But it’s also a capability for some.

In that case, does the Sales team just wait cluelessly for luck to be with them or does the team prepare a strategy for choosing to be lucky, all the time?

The answer to that question decides if the sales team feels confident about achieving the target in FY20.

The logic and strategy of how one will be able to achieve the target is more important than the target number.
Spend a little more time discussing that with your sales team this year.

Wish you stay lucky, always!