Insurance Quota or Goal – Which Do You Have?
Whenever we work with a client on a live sales training, we always try to create some form of sales goals and incentives, if an insurance agency doesn’t already have sales goals in place.
“A quota is something that true sales professionals have, to make sure that they’re being profitable for the business, and they’re very important to have as well. But a goal is far different than that. A goal is asking you to put your personal best in everyday.”
Immediately we can see faces turn to dread, as agents imagine the horrible scenario of sales quotas.
It’s important to distinguish insurance sales quotas from sales goals. Here’s how you can separate a goal from a quota, and why a sales goal might actually be hugely beneficial for yourself and your agency:
Insurance Sales Quotas
If an agency has insurance sales quotas, it means that they have expectations in place for their sales professionals, and if those expectations are not met, then there’s a performance issue. This is pretty common among sales professionals, to make sure they’re bringing in profits for their business.
Insurance Goals
On the other hand, sales goals are something that might involve teamwork and growth. Having a sales goal in place means agents can work together to grow in the same direction, and over the course of time hit a target.
Why are insurance goals important?
While quotas can seem intimidating, they might be necessary in some scenarios, but we tend to not see quotas in most agencies. In fact, most agencies we work with don’t actually use insurance sales quotas, and instead see that they have sales goals in place. A goal is far different from a quota, and just means you’re asked to do your best every day. We think insurance sales goals are so important, we actually talk about them during our AppX sales training.
Next time you hear an insurance goal, don’t automatically translate it to an insurance sales quota in your head, and retreat at the idea. Instead, think about how these goals are there for you to hit your personal best, and focus on achieving those goals.
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