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Hit your Goal - and blow your Quota away

Posted By Mike Leeds, Pro Sales Coaching, LLC, Monday, January 15, 2018

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

 Hit your Goal - and blow your Quota away


We’re halfway through the first month of 2018. Let’s knock it out of the park this year! First, let’s discuss some semantics…


Many times, I hear goal and quota used to describe the same number, when personally I think they mean different things. Managers and Sales Representatives - please consider these definitions when you are setting your numbers (and reviewing your performance) for 2018.


Quota (a.k.a. objective or target) is the minimum sales expectation for the year. This attainment could result in maintaining your employment status and meeting established compensation levels. All managers usually have their own team quotas and then set quotas for the sales team. If you work on your own, I still believe you should establish your own personal quota for the year. These numbers can be used to track your progress, gauge profitability, celebrate your success, and forecast future months.


 Goal is more aspiration in nature, and is a number greater than the actual quota. This attainment could result in increased compensation and higher recognition levels.


For example, a sales representative that has a quota for 2018 of $1,000,000 in new revenue may want to have a goal of $1,200,000 for the year. If all months are the same (which they rarely are), this would mean the rep would hit their quota in October, and could use the last 2 months of the year stretching for their goal and making additional commission.


Many years back, I read that the Phoenix Suns had a goal of scoring at least 30 points in each quarter of the game. Their belief was scoring 120+ points per game should translate into a high percentage of wins (it did, but please note that defense is also important). Their minimum expectation (quota) was 25 points per quarter which they believed should still keep them in the game and give them a good shot at a win.


If you just aim for your quota and you miss, you may find yourself below the minimum expectation.


By shooting for a higher goal, you’re looking beyond the minimum expectation. If you happen to fall just short of your goal, you should still hit your quota.


Aim high in 2018!

Tags:  Increasing Sales  Phoenix Suns  Sales  Sales Coaching  Sales Commission  Sales Goals  Sales Management  Sales People  Sales Professionals  Sales Quotas  Sales Results  Sales Skills 

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MyCarolAnne is now in a Scottsdale fifth ave shop

Posted By Sandee Jene, MyCarolAnne Artisan Jewelry, Wednesday, May 10, 2017
MyCarolAnne Artisan Jewelry is now featured in a Fifth Ave shop in Scottsdale.  Inspire-D Indie market place at 7052 E Fifth Ave.  We still have our web site, but are very happy to be a part of the Indie Market Place.  Inspire-D is a new business on Fifth ave.  They feature many new artist in the valley.  Stop by and say hello or catch them on Facebook, Instagram, and Twitter.  Sandee Jene, owner and designer, also teaches jewelry making classes.  Two classes are held at the Hobby Lobby stores on the first and the second Saturday of each month.  One class is at the Talking stick location and the second is at the McDowell location.  You are able to see the classes on the Hobby Lobby calendar.  You may also go to the jewelry classes for tools and materials list if you may be interested.   MyCarolAnne has a profile on Pinterest, Facebook, Google, Alignable, Arizona Small Business Assoc (ASBA), Better Business Bureau (BBB), International Women's Leaders Assoc (IWLA), Maricopa Lapidary Society (MLS), and Order of the Eastern Star (OES).  Two of the Pinterest boards are for items designed and created by my students and members of the MyCarolAnne Meet-up.  Join one of the classes or contact me, Sandee Jene if you have more questions. 

 Attached Thumbnails:

Tags:  Facebook @InspiredAZ 

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4 Lessons from Successful Entrepreneurs

Posted By Karen Cummings, Radiant Marketing, Sunday, December 18, 2016

While being an entrepreneur has many perks - like working where and when you want, doing what you love and managing your own opportunities - there’s no doubt it can stressful too.


One of the reasons it can be so difficult is because, as an entrepreneur, you have to wear many hats. You could be the CEO, creative director, HR department, marketing director and accountant for your business - and there are only so many hours in the day.

There’s no getting around it, every entrepreneur will struggle. There will be mistakes and missteps made along the way, but eventually you will learn the best way to manage your business. Fortunately, there have been many successful entrepreneurs who’ve made and overcome their own mistakes that we can learn from.

Here are 4 lessons from successful entrepreneurs we wanted to share with you to help you overcome challenges you may be experiencing today.

It’s Okay to Ask for Help

The hardest lesson Lululemon founder, Chip Wilson had to learn was letting go of the reigns when he first got into business. He felt that he needed to know it all and do it all. But after attending a business workshop, he realized it’s okay to let people help him.

No one knows everything about business. We all have our weaknesses, and that’s okay! Let others help you with the things that aren’t your strengths. Ultimately, your business will benefit from it.

Don’t Let Others Tell You What You Can and Cannot Do

Barbara Corcoran says her greatest lesson came from someone putting her down. Her first business partner was her boyfriend, and he told her that she would never succeed without him. He couldn’t have been more wrong! His comment motivated her to become the successful entrepreneur she is today.

As an entrepreneur, you will meet resistance and rejection along your journey to success. But if you truly believe in your business and what you’re doing, don’t let anyone tell you that you can’t succeed.

Choose Your Friends Wisely

Tim Ferriss, author of The 4-Hour Workweek, thinks your network is very important, and not just because you need to have certain connections. He says he’s been told countless times that ‘you are the average of the 5 people you associate with most.’ This lesson makes him think twice before engaging with others, especially in business.

What do your friends say about you?

Keep Raising the Bar

Anurag Gupta manages Amazon Aurora and Amazon Redshift. He suggests always 

raising standards for every person you hire. Because if employee performance is always getting better, your company will ultimately improve.

It’s easy to hire someone that is simply qualified for a vacant position. But when you compare them to your last hire, will they help advance your business, or will they keep it where it is?

You will never know what kind of roadblocks are on the path to success. But learn from these entrepreneurs’ lessons and you won’t be making someone else’s mistakes

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6 Dos and Don'ts of Social Media Marketing

Posted By Karen Cummings, Radiant Marketing, Sunday, December 4, 2016

It can be challenging to navigate the social media waters in the healthcare industry. Despite its challenges, businesses in healthcare have the opportunity to stand out among the rest and communicate with patients to impact their bottom line using social media.

Keep your healthcare social media marketing strategy in check with these 6 Dos and Don’ts:

Do Start Slowly

As tempting as it is to jump right into building your presence on various social media sites, take it slow. Effectively managing social media can take a lot of time. Be sure you have a plan in place and know how you want to best participate.

Don't Be Afraid to Observe

Don’t hesitate to click around and check out how other healthcare organizations are establishing their presence through social media. Take notes on things that seem to be working and consider how you can apply these ideas or strategies to your practice’s needs.

Do Show Personality

You want your patients to know you and like you. Although maintaining a level of professionalism is always important, that doesn't mean you can’t show some personality online! Having a personality that patients and prospects can relate to will help to establish trust and loyalty.

Don't Shy Away From Negative Feedback

Some of the most important words to learn in social media are “I’m Sorry” and “Thank You”. Saying you’re sorry isn't an admission of guilt, but instead empathizing with someone who has had a negative experience in some way. Thank the person for the negative post, tell them you are sorry they had a negative experience, then take your conversation offline. Don’t let your emotions guide your response, and ALWAYS follow up—ignoring a negative post is like hanging up a phone on someone. Showing you can clearly communicate in a timely manner and addressing the negative comment will only turn things into a positive for your practice.

Do Engage With Your Patients and Followers

Another way to build trust and loyalty with your patients and potential patients is by engaging with them. Sounds simple enough but a lot of businesses fall short here. If someone posts on any of your social media platforms, respond and interact! Research shows that most consumers expect a same-day response. The more engagement you are able to bring to your social media presence the better.

Do Listen

Listen to your patients and audience—what keywords are your target audience using? What are they interested in? What common questions do they have? Listening will provide you with valuable information for your social media content and your audience.

Now it’s time for you to amp up your social media marketing efforts!

Tags:  marketing  sales  social media 

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6 Effective Emotional Triggers to Grab Your Audience

Posted By Karen Cummings, Radiant Marketing, Tuesday, November 22, 2016

When creating your marketing messages, it’s important to appeal to your audience’s emotions. Think about a time you've heard a marketing message that really strikes a chord with your emotions and how it may affect your buying decisions or impression of a brand.

All human beings essentially have the same mental triggers that drive actions. Once you identify the target audience for your marketing messages, consider which emotional triggers you can connect to those messages—to make consumers feel something, and to make them act on those feelings or remember your brand because of them.

Here are 6 effective emotional triggers to tie into your marketing messages to increase your brand awareness and your sales:

Fear—everyone is afraid of something. Take the approach of pointing out a fear that exists, empathize with that fear and then remove the threat with your solution

Guilt—guilt is a powerful emotion that can come in many forms. Marketers can use guilt in their strategies by turning it into a positive outcome. Nonprofit organizations use this tactic frequently: would you rather spend your money on a Starbucks coffee instead of using it to save a starving child? Are you going to just toss that water bottle in the garbage instead of helping the Earth by recycling? If using this emotional appeal, always be sure to tie into a positive solution or opportunity.

Trust—trust is one of the most common and powerful emotions tapped by marketers to sell their services or products. Trust is the foundation of any relationship and key to building brand loyalty. If there isn't any trust, or it’s lost, there isn't a relationship. Make sure that your marketing campaign earns and keeps the trust of your audience.

Value—we all want to feel important. Your potential client/customer should feel important—let them know you genuinely care about them. When prospects feel like you value them, they will more likely use your business

Belonging—human nature gives us the desire to belong to something or feel a part of a group. Make your audience feel as though you are part of the family or part of your team and develop messages that connects you with the beliefs or values of your audience.

Competition—you've heard of ‘keeping up with the Jones’—it’s an old adage for a reason. Humans are affected by a competitive desire to feel equal to or better than their peers. Use a marketing message that elicits feelings of competition to get a response!

Launching a successful marketing campaign isn't easy. Don’t set yourself up for failure. Request a Complimentary Discovery Session with Radiant Marketing today!

For more helpful tips like these for your small business, LIKE us on Facebook!

Tags:  digital marketing  small business 

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