The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 541: How to Set and Hit Revenue Targets with Sam Blond, CRO at BREX
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Mar 25, 2022 
Sam Blond, Chief Revenue Officer at Brex, delves into the art and science of setting achievable revenue targets for sales teams. He discusses the timing for establishing targets and the importance of incremental monthly goals to maintain morale. Using sports analogies, Sam highlights how positive expectations can enhance team dynamics, while emphasizing the need for transparency and alignment between individual and company objectives to foster a winning culture. His insights offer a strategic lens on transforming target-setting practices in dynamic environments.
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Initial Target Setting
- Set your first revenue target when you have dedicated salespeople or after a public launch.
- Initially, focus on monthly targets as you lack long-term data.
Target Cadence and Confidence
- Start with monthly targets, as there's no benefit to long-term projections early on.
- Aim for 90% confidence in hitting your target to build a winning culture.
Winning Culture vs. Aggressive Targets
- Aggressive targets can create a losing culture, hindering growth and team morale.
- Early wins foster a positive environment where the team supports each other.