Sales Quotas Feed

Save the Quarter (and maybe the year) with this Proven Tactic

Sales UpswingCompanies entering their fourth quarter in a sales crisis mode can solve revenue and profit shortfalls by mining sales inquiries generated in the previous 12 months. If there is no database of these prospects, the company gets what it deserves.

Fortunately, most companies have a list of inquirers and leads, regardless of their qualification level. And most companies can sort their lead list into a group worth calling.

First Decision: whom to call?

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From the Sales Grunt: Unrealistic Quotas are a Performance Killer

IStock-471423505The first sign of unrealistic quotas occurs when top salespeople who made past quotas struggle.  Within a few months, these reps’ quota performance starts to dip below 70%, and heads south.  When questioned, the salespeople say the quotas are too high, among other things, but management dismisses this as typical sales grunt grumbling.

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