After 5+ years as a sales professional, 5 years as a sales manager and 10 years as a sales manager of manager (VP of Sales, CRO), sales pros achieving quota is not simple. My experience is every sales pro, who enjoys the art of selling, wants to achieve quota monthly, quarterly and especially their annual target. Unfortunately, most sales pros have good revenue months and then lower revenue months. Recently, after all my years generating revenue I decided to take a more detailed analytical approach. Spent time researching quota performance results, analyzing individuals and teams achievements (by team and/or region) and then sharing the analysis with collogues and my management team for their input and ideas. The data told us what our seasoned and gut knew. Achieving monthly quota is not a straight line above 100%.
So what do you do? We all have monthly or even weekly objectives we need to hit? What we have implemented, based on results and keen focus to motivate our teams for overachievement is as follows. Here are a few tips from the inside on consistently achieving results.
We prioritize the longer evaluation periods (Quarterly and Annual) objectives as a leadership team and sales territory reviews. Cannot miss quarterly objectives!
Display results and focus KPI’s (new and recurring revenue indicators with customer services metrics and NPS) on short term or weekly results. We must ensure we do not miss the long term by missing the short term KPI’s.
We support the short term focus with bonus opportunities and contests for upcoming weekly performances. Verbally recognize the team members that are doing the desired behavior. Make sure not mention those who are not buy-in or not achieving the desired behavior. Only mention those who are preforming.
Have unannounced daily contests to keep the team focused on what matters most and key revenue driving KPI’s.
We know, from experiences owning revenue results, that sales performance require consistency and staying focused. To invest in what are the most important 3-5 sales activities to achieving our targets. We track to ensure the team is spending 80% of the time in these activities and not being distracted by less important activities.
If you want to learn more about my experience to achieve 243% of first year objectives and gross margin increase by 25%, free to connect. I know we will find value by coming together.
We offer free territory review for your branch or sales team that includes analysis, strategy and territory review with specific recommendations. This is custom analysis for your team territory and not a canned review.
Let’s talk.
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