The company takes a number of steps to eliminate its problems.
Quotas
Each salesperson will have a monthly quota of sales. The quota is set for each month for each of the sales areas. An analysis of past sales and trends must be done in order to determine the appropriate level of each quota. Monthly quotas deal with seasonal variations in sales. Adjustments can be made for external factors such as poor regional economic conditions, over which the company has no control.
The new program has to be announced in advance to give salespeople an opportunity to become familiar with the change. The beginning of the fiscal year is an obvious psychological time to change, as it gives the impression of a new start.
- 1158 reads
