Unlocking Sales Success: Empower Your Team with Achievable Quotas

Name: Unlocking Sales Success: Empower Your Team with Achievable Quotas
Uploaded: 2023-08-18T14:30:12+00:00
Duration: 40 s
Channel: Jason M. Lemkin
Description: In this segment of his YouTube video, Jason M. Lemkin advises sales leaders to set "sane" quotas that the majority of reps can achieve, especially during…

18 Aug 2023 · 1 min

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In this segment of his YouTube video, Jason M. Lemkin advises sales leaders to set "sane" quotas that the majority of reps can achieve, especially during the early ramp‑up period. He recommends starting with lower quotas for the first 90 days or the first sales cycle to allow reps to build momentum, then gradually increasing them. Lemkin cites Salesforce’s recent decision to lower quotas as a concrete example, explaining that the move was driven by employee‑retention goals—more reps hitting quota improves morale and reduces turnover. He emphasizes that while quotas must ultimately be financially viable, they should not create excessive stress or set reps up for failure, as this undermines team performance and morale.

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Okay. Point 4, way to help your sales team now is have sane quotas. Have to have quotas that most of your reps can meet. They can be low in the beginning. They can be low for the first 90 days, the first sales cycle if you want, but you need most of your reps hitting quota for everyone to feel good. And no one can succeed when they're set up for failure. So generally sane quotas are a great idea. I was just reading that Salesforce has just lowered its quotas. Salesforce. And why did they do this? They did this for employee retention. They wanted more of their reps feeling like they're hitting quota and doing well. The math eventually has to work, but you don't wanna add excessive stress into the system by having quotas that folks just can't hit. Okay, next point.