I Didn’t Hit Sales Quota, Now What?

Sales quotas are funny things; They’ll either get you promoted or fired. Whether we like it or not, we all have to deal with this double edged sword. Unfortunately, some of us find ourselves on the wrong side more often than others. It hurts. I’m talking about those moments when you’re at your desk with your head in your hands because you’re short of your numbers again. The month is about to end and you’re avoiding your manager like the plague.

I know how you feel. I’ve been there and it’s an absolute nightmare. You’re working as hard as you can, but somehow you’re selling less than everyone else. To make matters worse, your boss is raising your quota.

What Happened?

If you stop to think about it, (assuming you manage to find time between chasing leads and your manager breathing down your neck) there is never a moment to stop and savor your achievements. It feels like just last month you were breaking quota, and the boss was giving you special treatment. Then he increased the numbers that you needed to hit. You’re not alone. Inside sales reps have seen a ten percent annual quota increase year over year.

Stop Beating Yourself Up

Having doubts about your ability? That’s normal, but the worst thing you can do is wallow in it. Accept the situation, and focus on what matters, why didn’t you hit quota?

Normally I don’t like blaming others for my mistakes, but in this industry, we need to look at the system first. The following are important questions to ask yourself:

Have you been setup for failure?

Look around. Are other reps falling short of quota? If so, then there’s a good chance the system isn’t working. Have you been given the right tools to succeed? Perhaps it’s communication or a shift in the marketing department. Maybe there’s a new competitor on the rise. My first hunch is that if you’re struggling, then other people are as well, and that means there’s a bigger problem.

Were expectations realistic?

A lot of companies are notorious for jacking up sales quotas. Think about it from their perspective; they’re playing a numbers game. More sales the better. Before you beat yourself up, make sure that your quota is reasonable.

So, What Now?

With all that said, your manager is still going to hold you accountable. Make sure you focus on the following over the next few days.

Isolate the positives: Don’t waste time wallowing, it doesn’t help anyone. Instead, focus on what you’ve done right. Situations like these are a wonderful opportunity to evaluate and rebuild yourself. What did you do this past month correctly? What was your finest moment?

Turn to a Mentor: Don’t be ashamed! We’ve all been there. Find someone who you admire and talk to them about your situation. Learning from their mistakes might help you find a solution to your own.

Once you’ve heard their story, tell them about yours. Ask them to assess your situation. Criticism can hurt, but it’s also the fastest way to improving your sales game.

Accept The Tough Talk From Your Boss: It’s going to come. It’s better to get it over with than delaying it. Your boss has people to answer to as well. Chances are he is in the same situation as you are. Hence he’s dreading it just as much as you are. He/She will appreciate it if you address the situation head-on. Don’t beat around the bush. If you show that you’ve seriously thought about the situation, he/she will understand. Also, this is a great time to explain your concerns.

Give Yourself Time to Relax: When you’re relaxed, you’re more productive. Make sure you let yourself recuperate by hanging out with friends and family. No, this isn’t a reward, just a recharge period. It’s okay to take time for yourself