Assembly Line Process Quota 
Partners in Excellence
MAY 15, 2017
Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Much of the way sales quotas and goals are set is wrong. But is the answer throwing these out?
Partners in Excellence
APRIL 12, 2023
But we seem to miss out on the fact that our buyers have discovered the same tools and are using them to help them in their buying process. Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Percent of sellers reaching quota continues to plummet. Win rates are plummeting.
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Partners in Excellence
MARCH 23, 2022
” Second, the script focuses on what we want to talk about, and the things we need to move the customer to the next station on our sales assembly line. But our scripts are focused on what we need to learn and how we move forward, and, unless the customer is near the end of their buying process, they are rarely relevant to them.
Partners in Excellence
MAY 23, 2024
When customers said tell me more, the sales process was usually pretty short. Sales/marketing started applying these manufacturing principles to the “mechanization” of the process. And assembly line process started to emerge. Just like a factory assembly line, it became so easy to grow.
Partners in Excellence
OCTOBER 13, 2021
Or, if we aren’t meeting our goals, targets, quotas. They recognize the real value in the organization has nothing to do with what they sell, or the tools, programs, processes, and so forth. Likewise customers are widgets in our sales assembly line. People are looking for identity, meaning, connectedness, purpose.
Partners in Excellence
JUNE 12, 2023
We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. If, somehow, in the manufacturing process, an error is made, we create “scrap.” In a lean factory line, the entire line would stop. What happened, when something went wrong?
Partners in Excellence
FEBRUARY 1, 2017
I don’t know if it’s the workloads, the sheer size of our quotas and expectations of performance. As I look at quotas and targets qualitatively, as I look at general sales production, I don’t see changes that are unexpected or abnormal. Yes, quotas go up, but we expect people to improve and become more productive.
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