Proof that your sales quota is meaningless

Remember, as you read this, that I'm not making this up. I'm just reporting the facts.

Yesterday a sales manager asked me if I would look at his plan. His group quota for the month is $30,000 and he wanted to share the plan that he was going to sell to the members of his team to attain it. He has 11 salespeople. Each has a quota of $4,000 and he wanted to get every member of his team to agree to get 6 new customers at $500 each so that his team quota would be met.

Huh?

Wait. Let me check that math. He wants every member to agree to sell 6 x $500 = $3,000 when every one of them has a $4,000 quota? He wants every member to agree to miss their quota?

Huh?

Why have a quota in the first place?

If you do have a quota, why not help your reps attain quota? If they all hit quota, ($11 x $4,000 = $44,000) wouldn't you also hit your $30,000 group quota? Why motivate and coach to mediocrity?

BTW, why is it that some reps consistently double and triple their quota. Is it because they want something more?

Make your wish here.

 


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