As companies pass the midpoint of 1Q17, sales leaders should have already distributed quotas to sellers. However, Alexander Group’s (AGI) recent sales quota survey indicates that 43 percent of respondents delivered quotas more than one month late. Twenty-five percent of respondents were more than two months late! Delivering quotas late demonstrates disorganization and breeds a lack of confidence in the quota process. Companies that fall into one of these categories should consider conducting a post-mortem on their processes and plan to do better next year. For companies that did distribute their quotas on time, below are five actions AGI recommends in 1Q:
Now is the time to follow up on your newly released quotas. Start asking questions around some basic enablement issues, and assess 1Q attainments now.
Visit the AGI Sales Quotas practice page to learn more about how AGI helps organizations build effective sales quotas.
Contact an Alexander Group sales quotas specialist.