Are your sales goals realistic or does it seem like you’re set up for failure?

Sales goals were based on the predictions made by major consulting firms that estimated roughly 40 million members enrolling in Private Exchanges by 2018. The actual market has fallen well short of what was predicted which made sales goals very unrealistic depending on the territory. Number of reps hitting their goals are well below 50% but the company can easily restructure their strategy to solve for those with territories that have additional sales barriers like regulatory laws specific to a certain state and a lack of brokerage firms with a large book of business. Basically, there's a greater than 50% chance that you're set up for failure if quotas remain uniform across the country for all Account Executives.

They are odd considering that each territory is very different but goals are the same for each person. This results in some having unobtainable goals and others with an arms length reach to meeting their goals. In addition, each distribution channel has various incentives to include Liazon reps in the sales process so there's often reps who have an uphill battle to just get in front of opportunities.