Why Sales Quotas Work

When we define sticking points within the realm of sales, what’s the first thing that comes to our collective minds? For most, our answer revolves around unruly clients, individuals who disregard your pitch or the inability to communicate effectively about your product or service.

And while we feel the collective pain that these issues cause both young and seasoned sales professionals, there’s an underlying component in our industry that people often skip over in conversation: setting tangible goals. If you’re scratching your head in confusion, let’s clear some things up.

Quotas Provide a Roadmap to Success

The biggest killer of motivation in new salespeople is their lack of direction. You know how it goes: It’s your first day on the job, and you want to make a good impression with your colleagues and managers, but you don’t know where to get started. While the initial leap into the sales force is half the battle, having sustainable quotas is the “secret sauce” for massive success.

To put it simply, each sales organization needs definable metrics that their employees should meet at the end of each day, week, month and quarter. More importantly, quotas naturally give staff members the critical information they need to know about how to spend their time in the office more efficiently.

Let’s all be honest with ourselves for a moment: How often do we get stuck in an endless cycle of procrastination rather than making a sales call or sending follow-up emails? When we’re setting sales quotas that are time sensitive, attainable and concise, we’re more likely to rise to the challenge and harness our untapped potential.

How to Get More Out of Your Sales Career

If you’re struggling with advancing your sales skills and want to know how to get started, here’s how to get the ball rolling in your favor:

• Set unwavering personal standards for yourself
• Define a specific timeline and stick to your guns
• Monitor and modify activity quotas to use your time more effectively
• Generate a goal of a certain number of sales calls, emails and texts each day
• Help other sales professionals achieve their goals

When you become someone who demands the best out of yourself, you strengthen your natural leadership skills, and more importantly, you motivate your coworkers to strive for more. If you want to establish your organization as a force to be reckoned with, setting sales quotas is a no-brainer.

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