If all goes well, business as usual. Or even better: you can see how to increase the numbers usa phone number list even further!
Guidare una pipeline di vendita equilibrata/sana
Without sales quotas both inbound and outbound (or at intermediate levels), you quickly find that at any given time a rep is either focused on the top or bottom of the pipeline.
There will be times when they are primarily engaged in prospecting to fill the lead pipeline and times when they are focused on closing deals, but forget to continue generating those new leads .
opportunità salesflare
A healthy sales pipeline should always be full of new leads.
Since most B2B sales cycles tend to last a while, you’ll have periods where you close a lot of sales and periods where you close almost nothing. This isn’t ideal for most businesses… which brings us to the next point:
Sales forecasting (for financial planning, resource planning, ...)
Setting sales quotas will make sales way more predictable, as your whole team will work together to achieve these numbers and build a way more balanced pipeline di vendita . It'll make your sales forecasts more likely to be realized.
This has several advantages:
You’ll know better how much money you have in your checking account at what time and will be able to manage any shortfalls or, you never know, surpluses.
You will be able to better plan your resources, as you will know more precisely how many you will need to fulfill the signed contracts and when.
You'll be able to raise funding from investors based on hard figures.
If you're thinking "Okay, you can stop Jeroen, I'm convinced...", then let's move on to the different types of sales quotas you can and should set. (If not, well, I don't know. I like to think I've done my best.
Di quali tipi di quote di vendita avete bisogno?
As we said above in defining sales quotas, they can be for one person or a team and for any possible period of time. The main difference in terms of the type of sales quotas, however, is the level of application.
Livello di output: risultati delle vendite
If you Google "sales quota", you will find a number of articles like this one.
However, most of them make a critical mistake: when they talk about sales quotas, they only talk about the level of output – the sales results.
While achieving sales results is usually the goal, it is not the most effective quota you can set to increase sales and make them more predictable.
What is more effective? It is to maintain a constant sales activity. To learn more, see below.
While sales performance quotas are still the most popular, there is also a wide range of possibilities for output-level sales quotas:
Revenues
