Meeting Unrealistic Quota Demands in Record Time

The Issue: Confronted with corporate demands to increase 2003 sales by 40% in 90-days, my sales team and I were at a loss as to how to accomplish such an ambitious goal. I was under-staffed and lacked adequate time and resources to train a new team of sales reps. Nonetheless, my orders were clear. I needed to produce, and I needed to do it in 90 days as opposed to the typical 180 days it takes to accomplish such goals.

The Strategy: Institute a Mentor/Protégé Program that Reaps Big Benefits

Step 1: Launch an aggressive recruitment campaign to acquire seven new recruits that would be mentored, or whipped into shape, by my highest producing sales reps.

Step 2: Layout a rigorous training regimen to help recruits build product knowledge, learn the sales process, and how to maneuver in our corporate environment.

Step 3: Craft an enticing incentive plan to motivate both mentors and protégés.

The Process: The recruitment campaign proved successful. I hired seven ambitious sales reps, teamed them up with my more experienced representatives, and armed them with specific goals to obtain in a 90-day period.

Both mentors and protégés were judged on the following:

1. Sales productivity- must be produce at least 35% of the yearly quota.

2. Product knowledge and understanding of organizational processes

3. Familiarity with and the ability to effectively use internal processes and systems

The Incentive: Mentors received a $1,000 bonus if their protégé exceeded the above criteria.

The Outcome: All seven new hires reached their quota for the year and my organization was 120% of quota. Corporate leaders were so impressed with my ability to meet the challenge that they adopted the process as a best practice and made it a national program.

If you would like to learn more about Thomas’ success in creating and implementing mentor/protégé programs, contact EWC to arrange a free consultation.