While meeting sales goals will always feel good, it’s nothing compared to the thrill of busting past quotas and shattering all expectations. That’s where things get fun (and profitable). But how can you make this a reality? One great way is to glean everything that can be gleaned from the success stories of others — then apply their experiences and learnings to your unique situation. Here are two of those stories.
What’s Working Best at Midwest
With more than 45 years of industry experience, Midwest Professional Reps (MPR) has represented some of the world’s leading foodservice equipment manufacturers in Kansas, Nebraska, Iowa, Missouri and southern Illinois.
But this organization isn’t living on some past legacy. Far from it. Instead, they’re putting themselves on the Quota Busters list time and again. Every quarter this year, to be exact. Through Q3 of 2019, they’re 32.1% ahead of their sales goal.
How do they achieve these dizzying results? In addition to taking full advantage of social media tools like Facebook, they use Constant Contact to distribute emails and get the word out about their Culinary Chalk Talk.
Matt O’Donnell, CEO at MPR, also identified another secret to success: Make full use of their Hatco contacts to ensure no critical information is missing on purchase orders. Every quarter, nearly 200 purchase orders received by Hatco are missing key order details, creating a drag on efficiency. Thankfully, MPR can skirt this. While it may seem basic, ensuring all PO information is complete and accurate helps the entire process go smoothly — and makes it that much easier to bust quotas.
YES, just YES
As one of the premier manufacturers’ representatives in the upper Midwest, The YES Group has a simple secret to their quota-busting success: Make luck happen by being thoroughly prepared.
“Some may say beating quotas is all about luck,” says Justin Thompson, partner at The YES Group. “If they’re referring to the old saying that ‘luck is what happens when preparation meets opportunity,’ they’d be right.”
All that preparation has resulted in some eye-popping results at YES: Through Q3 of this year, they’ve busted, shattered and otherwise obliterated their sales quota by 27%.
According to Thompson, it comes down to having a thoroughly trained professional team focused on doing whatever it takes to grow the business, which includes making full use of Hatco resources and training programs, to keep those in the field well-informed on the company and its products.
Why Not Bust a Quota or Two in Q4?
Now’s the perfect time to process those Q4 orders to ensure you hit (or exceed) your 2019 sales targets. Your sales managers can help you get your hands on reports or you can download them directly from the Hatco Registered User Site. We’re ready to help you succeed. Let us know when, where and how we can help.
