A perspective by Leonardo Piazza
Sales targets need aligned incentives.
Not just higher targets, but clarity about the behaviour that matters.
Connect behaviour and objectives
A higher target does not automatically produce better performance. In my view, the question is whether the system encourages the behaviour the business actually needs. Rewarding only revenue or immediate closes can push other priorities into the background.
Ask the right questions
Which customers do we want to develop? What business is strategically relevant? What quality do we expect in the pipeline, and what collaboration do we want to encourage? These questions belong in the design of a target system.
A leadership tool
A good incentive system is more than a compensation model: it shows what matters. Ambitious targets should be understandable and aligned with the behaviour intended to support the company’s long-term development.