Advice On Sales Quotas
From Nick Moreno
Sales Quotas - A New View Of Changing Sales Quotas
I’d like to change everything when it comes to sales quotas. Typically, a person in Finance calculates how much each sales rep has to sell so the company meets its revenue projections. Changing sales quotas is a “must do” activity. Here is some advice about changing sales quotas.
Changing Sales Quotas
As sales quotas travel down the organization, each layer of management over assigns the sales quota so that they build in a little cushion. Finally, the sales quotas get assigned to the sales reps. In this process, sales quotas change many times to protect management.
Too many sales reps incorrectly interpret their sales quota. Sales quotas are not goals. Achieving 100% of your sales quota doesn’t mean you’re doing a good job. Your sales quota represents the minimum acceptable level of performance expected from you. Consider some powerful sales training if you are not achieving your assigned quota.
How To Set Sales Quotas
Just once, I’d like to reverse the process of establishing sales quotas. Instead of ending with the sales rep’s quota, I’d like to start with them. I’d start by asking the sales reps how much money would they like to earn. I’d then hand then the Compensation Plan and ask them to calculate how much they would have to sell to achieve their income goals. Bingo, new sales quotas! This is a first step in changing attitudes about sales quotas.
Higher Sales Quotas
I’m quite confident the sales quotas calculated by the sales reps would be higher than the sales quotas assigned by Finance. Sales quotas based on income goals are always higher than some assigned sales quota. The more you sell, the more you earn. We work to earn money, not to achieve Finance’s number. This is changing sales quotas with a purpose.
I urge all sales reps to forget their assigned sales quota and calculate a higher quota based on income goals. We work to make money, not to achieve an assigned sales quota. How much money do you want to earn? So, change your sales quota.
Plan To Achieve “Your” Sales Quota Changes
Ready for another question? What’s your plan to achieve the higher sales quota that’s based on your income goals? Most likely, you said you would work harder. I’d also like you to consider working smarter. One way to achieve your higher quota is by using improved sales skills. Besides, it’s a lot more productive than working harder at things that should be working better! It all starts with changing their sales quota to your sales quota. Then, improve your skills with solid corporate sales training.
Achieve Your Changed Sales Quota With New Sales Skills
Here are some inexpensive yet quite effective sales training CD/DVD programs from the National Sales Center. The only focus of these programs is to provide advanced sales training.
I hope you’ll increase and change your sales quota by insuring it’s in line with your income goals. Then, I want you to plan to overachieve that changed sales quota by using new and powerful sales skills.
I wish you the best of sales success!
SELLING SKILLS ADVICE