Sales targets are an essential component of any business strategy. When leaders set unrealistic goals, however, they open their business to massive risk.
The dangers of overly aggressive sales leadership and the resulting hungriness of staff to satisfy management are highly evident. A fifth of employees and a third of senior executives now claim they can justify offering cash payments in return for business, according to the latest Europe, Middle East, India and Africa fraud report from professional services firm EY. A fifth of managers would be willing to book revenues early to meet targets.
A selection of articles, reports and other content.