This time last year, we ran an event about developing elite level sales ability and, as part of the day, talked about the motivation behind achieving targets. Yes salespeople all have sales targets and yes on the whole, salespeople are typically the type of people who are highly motivated to achieve them. However, research shows that peak performance is closely allied to a strong personal connection to goals and targets and while sales targets are obviously a strong driver of action, they are set by the company and therefore the personal attachment is not as strong as it could be.