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Manage Your Salespeople by Working Smart, Negotiate Quotas

Written by: Andrew Wall

Article Overview: How do you get your salespeople to "buy-in" to keeping good records of what they do every day? Sit down one-on-one, and negotiate their annual quotas with them. Help them translate their annual quota into their individual daily behavior. For example, a $5 million annual quota might equal three New Dials, one New Appointment, two Futures, one Referral Received and two Customer Visits every day. Don't forget to have them either write in or phone in their daily behavior numbers to post on the community "behavior board" for all to see. Look for more unconventional management tips in a future Today's Sales Meeting Minute.

Manage Your Salespeople by Working Smart, Negotiate Quotas

Manage Your Salespeople by Working Smart, Negotiate Quotas

How do you get your salespeople to "buy-in" to keeping good records of what they do every day? Sit down one-on-one, and negotiate their annual quotas with them. Help them translate their annual quota into their individual daily behavior. For example, a $5 million annual quota might equal three New Dials, one New Appointment, two Futures, one Referral Received and two Customer Visits every day. Don't forget to have them either write in or phone in their daily behavior numbers to post on the community "behavior board" for all to see. Look for more unconventional management tips in a future Today's Sales Meeting Minute.

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Article Tags: 5 million, appointment, community behavior, customer visits, futures, keeping good records, management tips, meeting minute, quota, quotas, referral, s sales, salespeople



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