Your Sales People Will Miss Quota – Unless You Give Them This… – By Lee B. Salz
The beginning of the calendar year marks a relationship milestone between sales people and their managers. It’s the issuance of annual quotas! One by one, sales people meet with their managers and are assigned their annual goals. With a handshake and hope, each sales person sets out on a New Year quest for success, but something is missing from this recipe.
When we talk about the attributes of great sales people, one of the items at the top of the list is “goal-oriented” inferring that these people run through walls to meet targets. While we say that, we don’t connect all of the dots necessary to leverage the true power of this attribute.
At one of the spectrum is an annual quota and, at the other end, is a hard working sales person. But, where is the bridge connecting these? In most cases there isn’t one, but rather both management and sales people keep their fingers crossed hoping that the hard work translates into quota achievement. Sometimes that works, but not often enough for sales leaders (or their sales people) to sleep well at night.
The missing element is what I call a Sales Success Plan Model. This model shows the sales person the key actions with corresponding activity levels that leads to quota achievement. The model addresses:
Average sale size
Number of sales needed to achieve revenue quota
Number of proposals to generate a sale
Number of meetings to generate a proposal
Number of leads to generate a meeting
Before you present quotas to your sales people, prepare Sales Success Plan Models which create roadmaps to achieve the goals. Use your CRM and reporting systems to make sure your sales people stay on track for success.
Posted by Robert Terson | 0 comments