RECAP OF TODAY'S CLASS

The journey of our sales class starts like this:
Anthem incharge is announced in the class is sandesh sharma of"Socho Becho Seekho". It goes like this Sochoge to seekhoge. Jo seekha hai wo hi to bechoge.
Then followed by Becho Exercise. A salesman needs to grab attention of the public was the learning from the sales exercise.
The tag line for the week was :"chota hai par quota hai".

Sales quota was the topic discussed.
Under this topic we learnt that a quota is an expected performance objective. It is a word which is very small but has a tremendous importance. Most of the complaint revolves around sales quota like for example in college if somebody does not get placed gives an excuse that sales quota was very high etc. is not upto the mark.
Similarly in an organization people get carried away because of quota. They work under the pressure of quota given to them and therefore they underperform in thier job then they make lame excuses like quota was too high,it was not a realistic quota etc and reason might be in his pitching strategy and marketing skills etc is not upon the mark.
The most important learning today was that achieving 60 percent of assigned quota is said to be a realistic quota. Nobody can fire you if you have 60 percent of quota so no need to worry otherwise it will hamper your performance.
There are different types of sales quota are as followed:
1.Sales volume quota
2.Sales budget quota
3.Sales activity quota
4.Combination quota
Factors affecting decision of sales quota are as follows:
1.Demographic
2.Segmentation
3.Purchasing power parity
4.Consumer profile
Methods of setting sales quota are based on :
1.Sales forecasts and potentials
2.Forecast
3.Past sales and experience
4.Executive judgement(means experts opinion)
5.Sales people judgement(as they meet daily to the customers)
6.Compensation(incentives plan)

BY:

SHRUTI GOYAL

RMM - 51