How to set targets that push performance without burning out your team.
A rep who hits 80 doors but has 2 conversations isn't outperforming — they're skimming. Pair knock goals with quality metrics: conversations per knock, bookings per conversation, and sit rates. The number of doors only matters if the conversations are real.
Rewards presence. Reps learn to look busy until the clock runs out. Slow-knockers survive. Top performers get frustrated watching others coast.
Rewards productivity. Reps who hit their number earn their evening back. Efficient reps thrive. Accountability is clear and measurable.
Not all turf is equal. Adjust daily targets based on density, drive time, and territory quality. A rural area with spread-out homes needs a different number than a dense suburban block.
Bad days happen. Build in a weekly recovery mechanism — if a rep misses Monday's target, what does the rest of the week look like? Define a plan, not just pressure.
Say the number out loud. Every rep should know their target before they leave the office.
Reps should be able to see where they stand at any moment — not guess.
Quick daily review: did we hit it? What got in the way? Keep it short and constructive.
Zoom out once a week. Patterns show up in weekly data that daily noise hides.