The Focus 53 Podcast: Business Systems, People, & Processes
About This Show
The Focus 53 Podcast in your one-stop shop for all things related to business operations. We focus on the systems, people, and processes needed to run a successful business. If you’re looking to improve your business and need practical help, this is the show for you. Ryan is a business coach and strategist that has had the privilege of working with companies of all sizes from Microsoft, Sports Illustrated and Time Inc. to hundreds of small businesses in the last 20 years. We focus on Business Operations and helping business owners identify and solve opportunities and roadblocks with the people and processes in their company.
Most Recent Episode
F53-071: Are Your Sales Quotas and Goals Made With Integrity?
Show Summary: Today's show is a quick, ad hoc one. I just had a conversation with people about sales quotas and sales goals. I wanted to dissect this a little bit and talk about them. It really depends on your perspective, what organization you're in and how your company is set up and what you're trying to do but I'll offer some words that may ruffle some people's feathers and that's okay. Does Your Drive Compromise Your Morals? Follow what you want but when someone sets up a sales quota or sales goals, goals are fine. Quotas when they're tied to compensation elicit drive in people that, in my opinion, allows them to compromise what's right for the customer. Let's talk about the sales quota and say you have to sell $100,000 worth of widgets and you have three different types of widgets. But when you talk to a customer, they don't need the widgets. They don't need your widgets. But you're okay selling them with these widgets. The same thing in the service-based business. You really know they don't need your website. You really know they don't need your technical services, your writing services, your auto services, whatever that looks like, and you still sell it to them because you're driving to feed you family. You're driving to make a sales quota. I know why companies put them in place because of this very reason. It drives people and motivates them where I have a big, big, big set of conflicting struggles since these people will compromise their morals to sell someone something that they don't need. The excuses I hear are: "They're big boys and big girls. If they don't really need it, they should say so." That doesn't work for me. If you tell them they don't need it and they still bought it, then that's maybe a different conversation But if they're buying something that you know they don't necessarily need or they don't get the best value out of, or there is a better alternative and you're just selling it because you make a higher margin on that product, that is wrong! I get why companies and organizations do that since that's the only way to drive a lot of people and motivate them. At the end of the day, that's what it's about, especially publicly traded companies. What's the topline? Money coming in. Take a step back... Sales Goals and Extra Bonus Sales goals - They are 100% valid, accurate, and needed. You have to have goals to know where you're going to. Yo