Marketing campaigns can include billboards, advertisements, magazine articles and banner ads, but it's up to the sales team to get the stuff out the door. To accomplish this goal, sales teams can do ...

Sales quotas are benchmarks used by companies to mark the minimum number of units each sales employee must sell during a given period of time. While these numbers clearly state the conditions for ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. For any sales professional, goals can be a great motivator. When you set the right goals, ...

Planning has almost always been a semi-structured process—at best—within organizations. It has typically involved some number of individuals sticking up their fingers into the wind to make ...

What if a salesperson could crush their quota but still be underperforming? When sales organizations are focused on the long-term, sales leaders track KPIs beyond new business. They look at the big ...

“Glengarry Glen Ross” may be more than 30 years old, but the film still holds sway with salespeople aggressively trying to make their quotas and companies looking to foster competition among employees ...

If you’re in the early stages of investigating franchise business ownership, there’s something that I want you to be aware of, so you won’t feel ambushed when you start reading the Franchise ...

When it comes to stimulating sales, quotas are a tried-and-true tactic. But they don’t always provide the lifts companies hope for. A 2022 survey by Salesforce found only 28% of sales professionals ...

When I get calls from prospective clients, they often tell me about one or more salespeople who are failing to achieve quota. When they tell me that, they expect to get a reaction from me. What they ...

Quotas are an oft-used management tool. Retail clerks and meter maids alike work under quotas. But sometimes quotas work against companies. Like when employees at a bank open millions of accounts that ...