Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Unlocking Sales Success: Empower Your Team with Achievable Quotas

18 Aug 2023 · 1 min

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0:40

Jason M. Lemkin advises on sales management best practices focused on quota-setting to boost morale and retention. In this chunk (point four) he recommends setting achievable, often identical quotas so most reps can meet them (including temporarily lower quotas for initial periods such as the first 90 days or first sales cycle). He cites Salesforce lowering quotas as an example of a company doing this to improve employee retention and reduce undue stress.

Chapters

Okay, point four way to help your sales team now is have same 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 saying 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 fail feeling like they're hitting quota and doing well. The math eventually has to work, but you don't want to add excessive stress into the system by having quotas that folks just can't hit. Okay, next point.