Sandbag or Aim High?

When preparing sales forecasts it seems to be te norm to sandbag. Set the forecast below what you think you can really do. That way, if you fall short.......you probably end up right on your target forecast, and if you do as well as you can........you exceed expectations. It's a win-win approach.

I don't get it. I've tried it, and didn't feel like a winner. The forecasts that I'm talking about are communicated up the chain of command and ultimately used as the measuring stick of a salespersons impact on the company. This type of expectation is far different than the "under promise and over deliver" expectation strategy used in everyday operations. This is the expectation of value that you are telling the people running the company that you bring to the table. Why don't we all aim high, all the time?

I think it's a mindset we instill within ourselves. We're so afraid to fall short, that we hold ourselves back from achieving greatness. If we aim high, and then fall short, we likely still exceeded our sandbag forecast.........and will still likely prove to be one of the most valuable reps within the company. Is it simply the feeling of falling short that deters us? Perhaps, this is an understandable explanation. We all like to succeed rather than fail. So, are we setting ourselves up for a better shot at success, and decreasing our chances of failure?

OK, that does make sense. But in the end, does achieving mediocre success outweigh pushing yourself to full potential only to find failure in the end? What would you choose: set a quota of $10M and sell $10M......or set a quota of $12M and sell $11M? I know which one your company would find more valuable. I know which one I'd rather have on my team.

Aim high, it won't take long for you to leave the successful sandbaggers behind.