You just finished your best year ever. You killed your target, hit all your spiffs, and maxed out every bonus in your sales comp plan. You teed-up some good sales opportunities for a fast start next year. You are feeling on top of the world.
You just knew it was too good to be true. Your boss just told you that next year she is splitting your territory in half and because you did so well and have such a strong pipeline, your sales target will go up 25%. You spend the next 2 weeks building justification, presentations, spreadsheets, and meeting with your manager to persuade her not to make that change. Your boss has every angle covered and is convinced it is the best thing for the business.
You should have seen this coming becasue it has happend nearly every year. So be prepared and understand it is almost as predictable as the sun rise every morning.
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