Who Do You Want Me to Assign Your Sales Quota To?

Who Do You Want Me to Assign Your Sales Quota To?
leadershipteam
Thu, 02/14/2019 – 12:50
Years ago, I was conducting a sales management workshop in which a sales manager shared her frustration with a salesperson that was running behind plan. They had developed and agreed on a sales goal. The sales manager was prebriefing and debriefing sales calls, but none of her good advice seemed to sink in or get applied. 
I gave the sales manager a different coaching question to ask the salesperson: Which salesperson on the team do you want me to assign your missed quota to? 
This coaching question sends a clear message: The sales quota must be hit.
The sales manager was pleasantly surprised at how quickly the salesperson changed his selling behaviors. He wasn’t about to have a teammate carry the burden of his missed goal!
This question creates thoughtful conversations with your sales team, centered on thinking like a