Do Your Salespeople Know and Manage Their Quotas?
July 27, 2022
Do you have a quota system? • If you do, is it something that you manage on a regular basis with your salespeople? • Is it part of your sales meeting agenda? • Do your salespeople pay attention to their quotas on a daily/weekly basis? If the answer to any of these questions is “no”, I would strongly suggest that you integrate this process into your sales management functions. Top performing salespeople are aware of their quotas on an hourly, daily, weekly, monthly: continuous basis. It's part of the game that motivates them. Winning is essential to the top performing sales professional. If your people aren't ...
Are You Happy with The Performance of Your Salespeople?
Do 20% of your salespeople sell 80% of your volume? Have you ever asked yourself this question and if the answer is yes I would suggest that you look at the skill sales sets of your salespeople and your overall sales control and reporting systems. Are your salespeople trained in professional selling skills? It has been stated many times that 80% of sales professionals have never read a sales book or been to a sales seminar. Therefore, they perform based on tribal knowledge and are not truly professional in their sales approach. The following are some questions we suggest that you ask ...
Are You Happy with Your Margins?
Achieving acceptable or excellent margins it's something we all strive for. Simply said, in order to increase gross margin, we can either increase the sales dollars or decrease the material, labor and/or overhead costs. This is many times easier said than done. So how can this be accomplished? Simply increasing the sell price can cause all kinds of difficulties, most of which we do not want to happen. So, what can we do to increase our sale price while minimizing the pain? Increase value is the answer. We need a strategy that increases value, but this in itself is not easy. What can we ...
Are You Happy with Your Sales Volume?
This seems like a very fundamental question, but I'm not sure we ask ourselves this question enough. To be happy with our sales volume, I think it's important that we have a firm understanding of what our sales expectations are, and that those expectations are communicated to all people in the organization on a regular basis. Expectations should be reported and compared with the actual results in a meaningful and consistent manner. Do you have a system that regularly, on a monthly basis, reports sales results and compares the result to a quota? Does everyone in your sales organization have a quota and are ...
Performance Questions
Have you ever asked yourself “performance” questions about your Sales Organization? Questions like: 1. Are you happy with your sales volume? 2. Are you happy with your margins? 3. Are you happy with the performance of all your salespeople? 4. Do your salespeople know and manage their quotas? 5. Do your salespeople make enough sales calls? 6. Do your salespeople sell everything you offer? 7. Does the market know everything you offer? 8. Are you happy with your customer development effort? 9. Are you happy with your Market/Customer penetration effort? If you have asked these questions, what answers have you come up with? We'd love to review these questions with you ...
Following-Up on the Close Date
The last newsletter focused on the importance of following up. This month let's look closer at why we need to follow up on the estimated close date and the importance it has in planning and scheduling. All opportunities need a realistic estimated close date so both sales and the balance of the company can plan their next actions. From the standpoint of the sales team, when the order is going to be placed drives their schedule and effort required to verify they get the order. This in turn becomes a forecasting tool for the support required from the rest of ...
Follow-Up
The last newsletter focused on planning. Now let’s look at the follow-up required to support the KPI’s and your business plan. Following-up is a key component of the sales process and many sales people struggle with it to the extent that some hardly do it. Is it because they do not think it is worth doing? Is it because it takes time to do taking time away from other things they believe are more important? Regardless of why, it is critical to their success that they make following-up a habit. They have done all the work to get in front of ...
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