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In sales, having a quota is like having a golden ticket to job security. Take Scott's example for instance. His boss once said, "Everyone's got a quota in sales, except Scott, 'cause, well, he's got no job."

So, embracing your quota is basically embracing your job in sales. Here's the lowdown on how quotas come to life:

1. Ground-Up Approach: Management looks into your territory, figures out what's cooking, and tailors a quota based on the potential for sealing the deal.
2. Top-Down Equal Weight: Bosses set a metric they want to hit, then sprinkle the growth goals evenly among the crew.
3. Top-Down Weighted: They've got a metric, divvy up the growth number proportionally to current business or area growth. Usually means a nod to the seasoned or top-performing reps.

Now, as your business grows, brace yourself for territory cuts. It's like a delicate dance – plenty of ways to do it right, but a ton more ways for things to go south. Oh, and heads up, your best sales rep might not be your office's best manager. Go figure!

Talking quotas is no walk in the park. Tricky stuff, for sure.

So spill the beans – how're you hitting your sales quota, and what's the end-of-year chit-chat like for you?"

Scott Schlofman
Mike Williams

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Mike Williams - Cell 801-635-7773

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