It's only understandable that a sales representative should fear the moment each month that he's handed his sales quota. That number is going to tyrannize his life over the following 30 days. What makes the fear all the more understandable is the fact that businesses have raised sales quotas by about a third over the past five years. If you think about it, that’s about when the recession started and companies began having a hard time staying afloat. Well, most sales representatives have risen to the challenge. They tend to meet their quotas most of the time. About one in four sales reps though, miss their targets. This of course is a bad thing as far as a rep is concerned; it's even worse news for businesses that depend on sales reps to keep the money rolling in. Here's what you need to do when a couple of your reps have a hard time meeting their sales quota.
The moment you notice that the sales rep is missing his target, you need to pay attention right away and try to find what's going on. For instance, is there a sales funnel that's in use? They also call it a sales process – and it's a great way of whipping a sales rep into shape (without any actual whipping, you understand).
The moment you notice that the sales rep is missing his target, you need to pay attention right away and try to find what's going on. For instance, is there a sales funnel that's in use? They also call it a sales process – and it's a great way of whipping a sales rep into shape (without any actual whipping, you understand).