With the current competitive environment in the industry, many dealers have added new products and services to help grow their businesses.  However, they are faced with the challenges that come.

In today’s highly competitive industry, many dealers are adding new products and services to drive business growth. However, encouraging sales teams to embrace and sell these offerings remains a significant challenge. Relying solely on revenue and profit tracking may actually hinder engagement among sales representatives.

The adage “what gets measured, gets managed” is especially true when aiming to boost sales of new products and services. Establishing specific quotas, targets, and budgets for these items is crucial for managing and assessing sales success in these areas. While many dealers use basic revenue and gross profit quotas, such single-dimensional targets fall short when multiple products are in play or when growth in specific areas matters. With general quotas, sales reps may meet their numbers without promoting new products, which ultimately limits growth potential across their territories.

A proven best practice is to set an overall revenue quota and break it down by product categories such as production products, wide format, and solution sales. This segmentation gives both managers and reps a clear view of the product mix contributing to quota achievement and encourages a holistic approach to selling the company’s entire portfolio, not just a single solution.

Introduce these quotas initially as management tools, then gradually link them to bonuses and incentives that align with the company’s goal of increasing sales across all products and services.

SalesScoreKeeper streamlines the tracking and reporting of multiple quotas for any product or service. After all, “what gets measured, gets managed.