How to set goals when customer demand is uncertain?

Sales people sense the market movement faster, they know what products will sell. Especially in an unfavourable and uncertain market scenario, if the salesperson is not confident of selling the product in its existing form and promotional package, no techniques will help stimulating him. The organization should initiate brainstorming with all concerned involved and let them put forth ideas and concepts. They will set their own goals more or less appropriately if they are sure of their product being accepted.  Incentives can do little contribution in such a scenario.

when it comes to framing sales targeting in trouble times , one can rely on the follow up system ,obtain the necessary figures ,further analyse it hence to separate the location that yields more in comparison to the rest and sales targets can be extended for those areas.in order to expand the coverage horizon one can make use word -of- mouth techniques n try to connect the odds.as it is known that TODAYS RUMOURS IS TOMORROW'S FACT prevailing customers should be retained at all cost.

Try to sell with a different logic,price points to be lowered,higher incentives & goals should be sensible.

I think by giving incentives for reaching each  and every target would motivate the sales person to perform well in uncertain times. Incentive-based compensation. Sales people understand and accept the risks of incentive-based compensation and this would bring competition among the sales person and will bring positive results.

I think by giving the sales persons a large role in determining their own goals, they are more likely to accept responsibility for falling short even in a tough sales environment. This would make push the sales persons to attain that goals as they have already given the promise to their managers.