Types of Sales Quotas. 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 ...

In consultative selling, the rep is supposed to be a "trusted advisor" facilitating a customer buying decision. If that's so, shouldn't we scrap the entire idea of sales quotas?

Setting sales quotas is one of those rituals that company owners enjoy about as much as paying taxes. For some it’s an annual event; for others, a quarterly exercise. Know this: Whether you have ...

Sales quotas are goals set by a company to measure a salesperson's performance and meet overall sales and profitability standards. A sales quota may be set for an individual salesperson or sales team.

In some cases, the quota was developed based on executive whim, i.e., “I think he can do 20 percent more this year than last year.” In other cases, it’s a result of budget division.

A sales process, or a sales funnel, is the perhaps the most common way to get your reps on track. But setting fair quotas, and figuring out how to react when a rep misses a quota, are delicate ...

Last week, I pointed out that only half of the world's sales reps achieved quota in 2009, and a number of posts complained that quotas were being misused to beat sales reps over the head. They're ...

When sales people can see a way to break through their quota, they sell harder and work longer. Quota-carrying sales reps work harder than they would without them.

Can you feel it? That relentless pressure to sell faster, spend smarter and do more with less? RevOps teams live it every day ...

A sales quota is a sales goal, sales target, or minimum sales level that a team or individual aims to achieve. Sales quotas are typically time-sensitive—either monthly, quarterly, or yearly.