Goals that are realistic are those that are attainable within your organization without having to pull some sort of “miracle.” In other words, you need to bear in mind factors at play including your departmental capacity, salesperson experience, target prospects and their level of difficulty, and other factors. Consider the SMART acronym for setting goals, which stands for the following: Specific; Measurable; Achievable; Relevant; Time-bound. You should base your SMART goals on those of the company, realistic market potential (ideally supported by factual data and statistics), and the potential of your sales team both individually and collectively.