Everstage’s Post

There’s a fascinating parallel between sales quotas and… …Formula 1 Racing! 🏎️🏁 Consider lap timings. Charles Leclerc currently holds the record for the fastest lap timing on the Australian GP - with an astonishing 1 minute 19 seconds! 🔥 Now let’s assume that the 7-time world champion, Lewis Hamilton, is tasked to break this record. Here’s how Mercedes might set the target timing: 🎯 Scenario 1: Leveraging their car’s exceptional design and Hamilton’s dexterity, they opt for an ambitious timing of 50 seconds. 🎯 Scenario 2: Using Leclerc’s timing as benchmark, they set a target of 1 minute and 15 seconds, gauging Hamilton’s ability to achieve it. If you choose scenario 1, your quotas will be too challenging. Even your star sellers would feel that you’re swinging for the fences. Demoralization kicks in, but incentives don’t. Scenario 2 is the ideal way. By setting stretch goals, you enable your reps to do their best without feeling burnt out. They feel motivated to take up the challenge, and their probability of hitting 100% quota increases. #quotas #salesleadership #motivation #salesops #revops

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