When this blog entry ran in August of 2013 it had 9635 readers in three days. We thought it is time to revisit the subject.
“A quota on what?” she asked. “A sales quota? On the number of sales leads? The number of qualified sales leads? Or the number of leads that become proposals? What should the quota be on?”
The pitch of her voice changed as she spoke, giving away her anxiety and frustration at the thought of potentially being held accountable for something that was out of her control.
“How can I be given a quota for this stuff?” she muttered, as she swallowed the last of her 16-ounce beer.
“So you don’t like the idea?” I asked. I guess that was the wrong thing to say, but it was funny. Teri launched into a tirade, sprinkled with expletives and curses I hadn’t heard since my Army days, but I could guess their meaning.After all, she is a Marine (once a Marine, always a Marine, a Marine friend of mine told me).
You’d think I had asked her to take on a sales quota.
“How about committing to the number of leads needed to make quota?” I asked. “Is that acceptable?”
That stopped her. She made a big deal of ordering another beer, turning in her seat and waving her arms which I knew, and she knew, gave her time to think.