The sales landscape is naturally competitive. So it’s no surprise it attracts people with personalities to match.
Sales reps love a good challenge, which is why they thrive when given clearly defined sales quotas and metrics. In return, you can expect better results, more sales, and higher profits.
However, setting a sales quota does have its fair share of nuances.
You have to consider your rep’s experience and expertise, the type of product or service you sell, and the market you operate in to set a realistic target.
Read on to learn how to set the perfect sales quota that’s challenging enough to push reps to work hard—but without freaking them out.
What to Expect When Setting a Sales Quota
The whole point of having a realistic sales quota is to secure better results while simultaneously motivating your sales team. “Realistic” is the operative word here, as you don’t want your reps to shake their heads and say that their goal is impossible.
Here is a step-by-step rundown of the best way to go about it:
Step 1 — Select the Appropriate Quota Strategy
Step 2 — Think About Your Target Review Period
Step 3 — Sort Out the Performance Baseline
Step 4 — Calculate Sales Quotas for Every Review Period
Step 5 — Talk to Your Team Members About the Achievability of the Sales Quota
The Good
Having targeted goals and a focus on results is great for promoting a healthy sales culture. The world works better w… Read More