1. The goal or quota was set by the accountant or someone in another department based on what is needed either for an ROI or to hit a company budget: Often times this goal is unrealistic to hit.
2. The sales person sets an unrealistic goal trying to impress, win a contest, or is just over optimistic about the ability to hit the number.
3. The goal is verbal: I find that I have to say it, write it down, then break it down into mini goals/steps leading to the goal. Then post it somewhere I see it every day.
4. No plan: This goes with number 3. If you don’t have a detailed written plan of how to hit the goal, then it is a hope or wish, not a goal.
5. Out of balance in other areas of their life besides work: You need a healthy balance in 5 areas of your life. (Spiritual, Family, Health, Professional, Personal)
Sales people are notorious for burning the candle at both ends. Every time they hit a goal, there is a bigger one put in front of them. They tend to neglect other aspects of their life because they are so driven to hit the next goal or win the next contest. At some point, they can easily burn out.