It's vital to meet with your sales team or managers to discuss the objectives for the New Year the first week of January. I'm always amazed at companies that delay the assignment of the annual quota to their sales team - in some cases towards the end of the first quarter. Many years ago while working for a very large computer company (software division) - the North American quota was not fully assigned until May. We were only told that the quota would increase over the year before. However, most of the sales team ended up talking about it all the time and it turned out to be a major distraction. As it turns out the SVP of Sales subsequently was terminated in mid July.
Sales Managers and Account Executives need to start focusing on the new number immediately - sooner the better. Sales productivity and momentum are very important and 2-3 weeks of extra focus can make a difference in making the revenue number for the year.
Start the focus.
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