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You Made Your Sales Quota

Which Side of Quota are You on?It’s December and your fiscal year is quickly coming to a close. At this point, it is pretty clear which side of sales quota you are on: the fun side (you made your quota) or the not-so-fun side (you haven’t made your quota). Fortunately, or unfortunately, I have been on both sides and – we can all attest – being on one side is much better than the other. Let’s take a look at both scenarios. You made your sales quota – the much better place to be
  • You have the time to evaluate your pipeline and figure out how to best plan for the new year. However, you do not feel as pressured since you have made your quota and know what you have to do to make it again.
  • You have a few weeks to breath and enjoy your success. If you are really fortunate, you have capitalized on making your quota and brought in deals which have kicked in your accelerators.
  • You are not on the phone at all hours trying to close deals.
  • You are relaxing and spending time with your friends and family.
  • You are enjoying all the holiday parties you have been invited to.
Now let’s look at the other side of the coin! You have not made your sales quota yet
  • I may talk to to all of my customers that I have strong relationships with and check to see if they have any remaining budget to help me to reduce or eliminate my gap.
  • I may feel I have to strong-arm a prospect or customer and have them buy before they are ready, with the only enticement to drop my price. Yuck!
  • I may move into the account and threaten not to leave until a contract is signed. Double yuck!
  • I may get my management involved to call in a favor.
  • I may throw caution to the wind and just pray.
Whereas all of the above are what I MAY do, here is what I KNOW I will do: I know I have to re-evaluate my pipeline and figure out how I can plan better for next year. Whereas I realize that this year I may not make my quota, I have to evaluate if my pipeline has enough qualified deals to make or exceed my number the following year. And, if it does not, I have to plan on how to fill the pipeline with qualified deals as early in the year as possible. This means continuing to understand where my products and services can provide the most value, ensuring we have the right relationships, and working diligently to ascertain how we can collaborate to help them attain their priority goals based on everyone’s time, money and resources. And we must always ensure that we are in lockstep with our customers so that deals close earlier in the year and reduce the frustration of not making quota until midnight on December 31. We have all been on both sides of quota. In my case, there was only one year in which I did not make quota. I so hated being in that situation that I did what I needed to do to ensure that NEVER happened again. I mean, who wants to be on the phone with lawyers and management at 11:59 on December 31st closing deals? Not me! Janice Mars, SalesLatitudeJanice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results. View my LinkedIn profile | Twitter

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter

0 Comments

Are You A Sales Top Performer - WomenSalesPros7 years ago

April 23 2015

[…] changes may have been announced, accolades were given to sales top performers including those who made their quotas, and new quotas were […]

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Are you a Sales Top Performer? - SalesLatitude7 years ago

January 22 2015

[…] changes may have been announced, accolades were given to sales top performers including those who made their quotas, and new quotas were […]

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