Setting solid sales quotas in a shaky economy

01/4/2010 | Inc. online (free registration)

In setting quotas, a sales manager's first goal should be to establish rules that align sales representatives with larger goals, according to Michael Alter, president of Chicago-based SurePayroll. Even in a sluggish economy, sales growth from individuals would be expected, but companies may want to consider whether they need as many salespeople if they expect flat or minimal growth.

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