Sales people see revenue projection in 4 ways.

Forecast – The amount of revenue the organization/management budgeted for and expects to get.

Commit – The amount of revenue the sales person tells management they ARE going to get.

BHAG – (Big Hairy Audacious Goal) the amount of revenue the sales person wants to get.

Actual – The amount of revenue the sales person actually gets in the end.

Expect the forecast

Demand the commit

Coach to the BHAG

Respond to the actual

Embrace and measure them all.  It’ll make a difference.