How to Make Your Sales Quota
Meeting your sales quota is important because sales commissions likely make up the bulk, or all, of your income. If you are not meeting your quotas, one of the worst things you can do is stress too much. You have work to do, and you must work on a plan to get where you need to be. Make sure your quota expectations are reasonable. Also look at your sales history. If you see an upward trend, your position might actually be favorable.
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Instructions
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Preliminaries
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Set a reward for meeting your quota to motivate yourself. You can go small, such as a new sweater you have been eyeing, or more extravagant, like a weekend trip.
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Brush up on your skills, or get additional training. Ask your boss, colleagues and customers, current and former, what they liked about your technique and what you could refine. Adjust your approach accordingly.
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View each day as a new start. Yesterday being unproductive does not matter. Yesterday is finished, and today is a new day.
Sales Plan Tweaks
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Adjust the slant of your quotas, if necessary. You might be more motivated if you work toward quotas on a daily basis, rather than on a big-picture basis. For example, making one sale a day might seem less overwhelming than having to make 60 sales in two months. Regardless of how you slant your quota, incorporate a message of optimism throughout your plan; make it understood you will meet or surpass your quota.
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Focus not on sales themselves, but on the proactive behaviors that lead to sales. For example, Tony Parinello at "Entrepreneur" magazine recommends you "send no less than 50 letters of introduction to new prospects each week" as an example of a behavior you can definitely fulfill. Adjust your numbers to fit your situation, and list at least five weekly tasks that should result in sales.
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Get out into the community and network. Parinello suggests joining professional groups, and going to shows and conferences relevant to what you are selling. He also notes that volunteering your services can pay off in the long run.
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Encourage word of mouth among your existing customers. Give them incentives, like a discount off their next purchase, to refer new customers to you.
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References
Resources
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