For those of you who have been following me and wondered why I have been silent, I took a much needed break from the day to day of running my business. I dropped off the grid so to speak and took at 14 night cruise across the Atlantic. I’m still struggling getting back to reality! During that time at sea, being the mariner that I am, I sat in wonder of those old-time mariners who crossed the ocean without any tools. I was on a modern ship with all the bells and whistles. The

Don’t do it! If your sales organization is like most, you have a sales goal assigned to your sellers. The sales quota is an integral part of the sales compensation plan design and when done right, aligns the sales organization with the company’s strategic direction. The quota serves as a yardstick for performance of the various job roles in your company. It is how you track excellence performance, how you reward the sales organization for work that is done, how you encourage

Ah, the summer months when the living is easy and your mind is anywhere but at work. And the problem really is that your prospects are feeling the same way. You call them and they don’t answer the phone. You email them and get an out of office email back. How are you going to make your Q3 quota if you can’t reach your prospects? How was this quota set anyways? When your quotas were allocated to the quarters did the sales compensation plan designer just take the annual number