What's Wrong with Sales Quotas

Posted by Bill Hart on Jul 11, 2018 4:36:40 PM

Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of sales was focused on addressing the issues of compensation and quota setting for the next year.

Quotas and compensation plans are great drivers of change.  A good compensation plan can change the behavior of an entire sales force.  But in most cases, compensation plans and the quotas on which they are based are designed with one purpose in mind - to make the supplier/vendor more profitable. 

As I wrote in my last post, Zig Ziglar famously said that if you help enough other people get what they want, you will get what you want.  If you help the customer meet his or her needs, you have a much better chance of having your own needs met.  Therefore, making your customer’s bottom line your goal is the key to closing sales.

That leads us to the problem with many sales quotas:  they’re set for the wrong reasons by the wrong people

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Topics: sales process, sales training, executive sales training, sales strategy, forecasting

Why Your Sales Reps Must Follow the Platinum Rule

Posted by Bill Hart on Jun 27, 2018 4:06:36 PM

We’ve all heard the Golden Rule of Business: “He who has the gold makes the rules.”  That’s especially true in sales!  Your customers have the gold you’re after, so you must play by their rules.

To do so, you must also apply the Platinum Rule: “Do unto others as they would have you do to them, not as you would have them do unto you.”  There are lots of rules for successful selling, but they all boil down to this one rule.

The Platinum Rule of Sales

 Translated into the world of sales, The Rule means:

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Topics: sales training, executive sales training, sales strategy, Sales calls

What matters most to a business owner - Revenue, Expenses and Risk

Posted by Bill Hart on Aug 10, 2016 11:06:34 AM

Revenue, Expenses and Risk is What Matters Most

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Topics: Sales, executive sales training, sales strategy

How to Grow Your Business in a Volatile Business Environment

Posted by Bill Hart on Mar 17, 2016 8:00:00 AM

You're probably familiar with Proctor & Gamble, or P&G, as the company is known. It's a multinational manufacturer of products that help people care for babies, wash dishes, brush their teeth, and simply smell better. Its brands include Bounty paper towels, Mr. Clean, Pepto-Bismol, and Old Spice, the purveyor of ubiquitous and strange advertising.

P&G is also the largest advertiser in the world, spending more than $2.5 billion a year. So you can probably understand why P&G's decision in 2015 to switch advertising agencies made executives at Publicis Groupe break out in a sweat. Publicis had been P&G's primary agency for years, raking in hundreds of millions of dollars and enjoying a calm business environment.

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Topics: executive sales training

Empower Your Executives to Live Out Your Corporate Values

Posted by Bill Hart on Mar 15, 2016 8:00:00 AM

"If you are working on something exciting that you really care about, you don't have to be pushed. The vision pulls you." Steve Jobs, co-founder, chairman, and chief executive officer of a little outfit named Apple.

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Topics: executive sales training