Continuing a week of sales talk.
Sales quotas are bad for the health of the profession. As managers, when we focus and even demand a quantitative result, perhaps the customer is lost in depth of field.
Sales quotas imply pressure to perform, sometimes at the EXPENSE of the customer rather than the benefit.
Quotas push a doom loop in sales performance:
* Sales are soft
* Sales Manager applies pressure to sales team as crisis to perform
* Sellers become more intense during customer meetings
* Sellers’ language gets pushy
* Customers and/or prospects don’t reveal true need
* Seller loses sale(s)
* Sales are softer
* Sales manager considers career in window washing
Whenever we fail to connect with the needs of our prospects and customers …we fail.
Sales is not a numbers game. Sales is a need-meeting privilige.
The right question for a manager to ask a seller is …
“How many customer needs did you meet today?”
When we meet needs, we will meet quotas.
No sales quotas. Need quotas.