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?

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.

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 ...

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.

So as you are evaluating the sales incentive structure of your company, here are a few pieces of advice I’d like to offer: Don’t Fear Aggressive Quotas ...

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.

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 ...

Having the right quota-setting strategy can give your salespeople and sales managers the motivation needed to achieve the company’s revenue target.