- 1). Re-evaluate your market as a whole. Use fresh, verifiable data to get an overview of the total sales volume potential. Know the total value of the pie you are seeking a slice of. Measure market demand, market saturation and remaining, untapped potential. Come up with a conservative, solid figure of total, available market worth.
- 2
Re-assessing areas will help quotas.sales manager checking the sales image by Peter Baxter from Fotolia.com
Re-divide and re-assign your share of the market you are targeting. Consider your current market management set-up, and break it into more manageable areas/territories based on your newest data of available customers within each area. Use the new number of housetops/residences and/or any other criteria to help more clearly define these changing areas. - 3). Look at your current sales volume and each salesperson's performance for the last year. Evaluate each using the same criteria: product knowledge, market knowledge, selling skills, past performance and communication skills. Re-assign each to the territory that is most like your sales person culturally, physically and socially. Do not hamstring your sales staff with cultural, social barriers. Put them where they thrive.
- 4
Add a percentage to last year's totals.Sales. image by Egor Tkachenko from Fotolia.com
Use last year's sales figures and add 10 percent, 20 percent or more to create your projections for your newly assigned, newly drawn sales territories. Look at the figure from Step 1, and come up with a realistic but challenging production expectation for each sales professional. Set up your projections in steps. Attach step increases in pay for the completion of each of these steps. Do not ask for increased performance without increasing compensation. Get them invested. - 5). Meet with your sales people one at a time. Ask them to give you their own quota goals before you show them what you have calculated. Show them how you arrived at your number. Come to a mutually agreed upon consensus without moving your initial figure too low. Do not remove too much challenge or motivation.
- Advertisement -
- Advertisement -
