3. SET GOALS UNIQUE TO THE INDIVIDUAL

Having a sales organization goal is common to most companies. So is having individual rep quotas to target. However, every salesperson is different. Some reps on your team might be high-activity reps, others phenomenal closers, and others great at demoing the product. So although each rep has the same overarching goal (quota), managers should provide different goals unique to each individual to help them achieve their number.

For instance, if a rep is struggling with activity and it’s obvious to the manager that they’re calling fewer prospects than their colleagues, their goal needs to be activity-oriented. If they currently call 15 people a day, set a goal of 20 starting next week.

For someone who struggles with closing a deal, the goal should be very different. In this circumstance, getting the rep to listen to their calls every single day with a team member and reflecting on what went well and what didn’t might be a better strategy.