Quota Isn’t the Goal—It’s Just a Number
Quota is a monetary number the company told you your team needs to hit. Probably as their leader / manager you had a say in how it gets broken down by individual on the team… and you told them it needs to be hit.
It’s not personal. It’s not inspiring. And for your reps? It sure as heck isn’t motivating by itself.
You know what is? Their why.
As a sales leader, your job isn’t just to track the leaderboard, you have to tie that number to something that matters for each person on your team.
- One rep wants to finally buy a house.
- Another is trying to pay off debt.
- Someone else wants to earn enough to send their kid to college without loans.
That’s the real quota. That’s what keeps someone dialing when the day drags. That’s what fuels a strong Q3 when Q2 was rough.
So here’s the kick-in-the-pants:
If you don’t know what each person on your team wants their commission check to do in real life… you’re managing numbers, not leading people.
Want to turn your one-on-ones into game changers?
Start asking this: “What does hitting your number do for you?”
Then keep tying progress back to that answer.
Quota is the math.
Their goals are the meaning.
You? You’re the bridge.
Now go lead like it.