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Kav Latiolais Principal/Owner, LIFFFT, Inc.--April 2014
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Whether quotas are arrived at through meticulous calculation or by throwing darts at a dartboard, one thing is for certain: a sales rep will have an excuse for why he/she didn't reach it. Sometimes the reasons are legitimate, sometimes they aren't. But at all times, the sales rep should be given the proper tools, training, and motivation to ensure they have the best chance of making that quota. Read the excuses and determine if you're giving or have been given all that is needed to succeed.
Sales quotas and targets are business tools most salespeople are measured by. Professional sales is a difficult, complex employment position that most people do not understand and many underestimate the complexities of the job in order to become the best at it.
Sales quotas are leading revenue drivers for many companies. Marketing, operations, engineering, and general and administrative overhead usually are tied to corporate revenue forecasts. When sales quotas are missed, the entire company must realign budgets to manage the loss of revenue captured.
The general model for evaluating salespeople in terms of quota success is:
· If sales reps hit 100% or more of quota –management doesn’t care how difficult they are, they will learn to deal with it.
· If sales reps hit 90% of quota – management still thinks the rep is a good person and they want them on the department’s ball team
· If sales reps hit 70% of quota – management talks about taking the rep to the back room and put them on a 30 or 60 day workout program.
· If sales reps hit 60% or less of quota – managers may say it’s time to say goodbye.
When a new salesperson is hired, it is often based on a hybrid of reasons, including the communication skills they use during their interview, the strength of what they did in their prior or current employment, and the available pool of candidates at the time.
Here are the top 23 excuses heard directly or indirectly from our clients’ teams when consulted about why they cannot or will not hit their sales quotas. Have you heard (or used) any of these?
23 Excuses – and yes, these are real – and some of them are even legitimate.
Are you or your salespeople making any of these excuses? In sales, it’s not what you did yesterday – only what you are going to today! What are you doing to consistently hit your goals or to make sure your salespeople are making their quotas?