Cambridge, MA--If your reps only have one goal--meeting their quota--they’re selling themselves short (literally), writes Meg Prater of Hubspot. Prater is a senior staff writer specializing in sales and marketing at HubSpot, a producer of marketing, sales, and service software.
Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number, she writes. Smaller goals let your reps build confidence with incremental wins. They also help track your rep’s progress toward larger goals, giving you more time to work with struggling reps. Click here to learn the eight steps.
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