Hit Your Goal — and Blow Your Quota Away – by Mike Leeds

Previously posted on Mike Leeds’s blog in January, 2018

We’re halfway through the first month of 2018. Let’s knock it out of the park this year! First, let’s discuss some semantics…

Many times, I hear goal and quota used to describe the same number, when personally I think they mean different things. Managers and Sales Representatives – please consider these definitions when you are setting your numbers (and reviewing your performance) for 2018.

Quota (a.k.a. objective or target) is the minimum sales expectation for the year. This attainment could result in maintaining your employment status and meeting established compensation levels. All managers usually have their own team quotas and then set quotas for the sales team. If you work on your own, I still believe you should establish your own personal quota for the year. These numbers can be used to track your progress, gauge profitability, celebrate your success, and forecast future months.

Goal is more aspiration in nature, and is a number greater than the actual quota. This attainment could result in increased compensation and higher recognition levels.

For example, a sales representative that has a quota for 2018 of $1,000,000 in new revenue may want to have a goal of $1,200,000 for the year. If all months are the same (which they rarely are), this would mean the rep would hit their quota in October, and could use the last 2 months of the year stretching for their goal and making additional commission.

Many years back, I read that the Phoenix Suns had a goal of scoring at least 30 points in each quarter of the game. Their belief was scoring 120+ points per game should translate into a high percentage of wins (it did, but please note that defense is also important). Their minimum expectation (quota) was 25 points per quarter which they believed should still keep them in the game and give them a good shot at a win.

If you just aim for your quota and you miss, you may find yourself below the minimum expectation.

By shooting for a higher goal, you’re looking beyond the minimum expectation. If you happen to fall just short of your goal, you should still hit your quota.

Aim high in 2018!

Have a great sales week!

 

Mike Leeds
www.ProSalesCoaching.com
602-418-4955

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