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January 10, 2014
3 Ways a Sales Leader Should Roll out a Quota Increase
By: Josh Horstmann
Top sales leaders know how to communicate and roll out a sales plan. Here are some ways to make it painless.
Start Early
As soon as the new quota is approved- it’s time to get moving. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sit down with your team and pay attention to these areas:
Once you have your managers onboard it is time to meet with the team.
Identify Any Gaps
To quote Cuba Gooding Jr. in the movie Jerry Maquire, “Help me, help you”. This is the most important step of rolling out the quota. Take the time to explain the activity needed to get to the number. Identify any gaps and work to close using the following:
- Defined contest based on Q1 goals
- Daily leaderboard to track activity
- Point system that is easy to measure
- Rewards that get the team excited
Communication is Key
Communication is paramount when rolling out a quota. Your team needs to understand how they can make the number. Ensure your sales managers take this seriously. It should be done in a 1-on-1 meeting or call. Do not send an impersonal email with the new quota to your sales rep. If you don’t rollout the quota right- you will lose “A” players
Next Steps
Having a quota increase is part of being in sales. Download the Sales Leaders Checklist for Closing the Quota Gap. Then take the time to understand what you are communicating to your team. Get your managers together to discuss and most importantly fill any gaps. You control your destiny in 2014- no one else will. It’s time to step up and lead.
Josh specializes in helping clients solve demanding sales and marketing challenges through aligning functional strategies within an organization. He has worked with clients in manufacturing, ecommerce, software, financial services and technology sectors.
Recently he helped transform an international services company ‘go to market’ strategy, which included assessing talent, re-organizing the sales force, increasing team productivity, reducing the cost of sale and aligning the marketing and sales strategies.
Josh continues to provide thought leadership to his clients advising them on how to build inside sales teams, develop compensation programs, share best practices on social selling, transform sales organizations, drive demand generation programs and acquire and cultivate talent. Along with this he helps organizations align functional strategies.
Read full bio >
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