Achieving Your Goals with Sales Quota
- Why does year end find most salespeople nowhere near quota—unless the biggest bluebird ever falls out of the sky?
- Why is it only a minority of salespeople are relaxed and happy at the end of the year, having achieved quota?
- Why do an average 53 percent of salespeople regularly don’t make quota?
As a salesperson, you’re in one of three places at the end of the year for your sales quota:
- You’re desperately trying to make quota.
- You’ve made sales quota and you’re happy and relaxing.
- Or you’re nowhere near quota… unless the largest bluebird ever falls out of the sky.
Why is it that this last category is the biggest and doesn’t seem to improve?
Part of the reason could be that we wait too late to look at the year we’re in versus the one coming up. Joanne has always felt that the fourth quarter is for 25 percent closing deals. Then 75 percent for setting up the following year, and often this isn’t happening. Add to this the fact that quotas only increase, along with dwindling resources for many sales teams to make them, and the fact that the average 53 percent of of salespeople who don’t regularly make quota continues to grow, year after year. As sales leaders, we certainly need to do something about this serious issue.
Joanne Black steers us to the weighty goal of quota achievement. Hosted by John Golden.
Joanne Black is a leading authority on referral selling— the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. As the founder of No More Cold Calling, Joanne helps salespeople, sales teams, and business owners transform the way they work.
About our Host:
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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