Tired of Missing Sales Quota?
Grant Cardone
Private Equity Fund Manager & Real Estate Investor ?$4.5BAUM ? Cardone Capital ? Cardone Ventures?10X Health System ? Author ? Cardone Vets ? Cardone University ? Entrepreneur | Text (305) 574-9093
Managers, are you tired of your people missing forecast? Of course you are, now this is what you have to do.
1) Quit lowering the expectations. When a sales person or team misses their forecast the solution is never to reduce the forecast. If you are going to reward sales people for hitting quota, you must be willing to penalize for missing. At the very least don't forgive the missed quota, add it to future expectations. Why would I reduce a target that at one time was a worthy target? If your product is good for the customer then its good for everyone else.
"Never reduce a target once given."
2) Create a culture that makes missing quotas unacceptable. In my world I believe it is unethical to come up short. While I miss targets constantly I never make sense of coming up short and just because I miss it doesn't mean I don't get it later. Making sense of missing quotas is insane and should never be allowed.
"Making sense of missed quotas is insane."
3) Whatever It Takes hit the quota. Insist the sales person push harder for the close. Have others follow up with customers to determine what the sales person is missing. Record calls and de-brief where sales people are missing opportunities to make quota. Pull out all the stops and do whatever is necessary to make quota.
The managers' job is to make sure every person in the organization hits quota. I don't need managers to reduce targets and make excuses. I need managers to ensure the sales team hits quota and is winning.
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Researcher
8 年This article and the comments reinforces the view that many sales people sniff glue. It is well known that sales quotas have little in the way of a solid basis for the levels at which they are set. They are too often simply wish lists by sales managers and CEOs that may have some delusions or might be a little too greedy for their own good. Nowhere in this article is it acknowledged that the sales quota may be not set realistically.
Kia Sales and Leasing Consultant at Kia of Gastonia
9 年If the quotas as easy, they are too low. Set a challenge and teach your people to triumph over that challenge. Watch their confidence and production soar.
Owner/ Pinnacle Property Locators
9 年I agree. Why make an effort at anything if your expectation is to fail? If you are going to give yourself a goal, then you must: 1. Commit to it. 2. Believe not that you "can" but "will" do it. 3. See the end from the beginning and work to the expected end. 4. Stay committed through the process from start to finish. 5. Never settle for less than what you set out to achieve. 6. Always challenge yourself to be better tomorrow than you were the day before. Just my thoughts on the matter!
Executive BDC Coach @ Car Motivators | Bachelor's in Communication | Doctorate’s in BDC
9 年Condition of employment!