7 Strategies to Hit Your Sales Quotas Like a Pro

Did Q1 hit you hard?

Countless calls, emails, and demos only to be faced with "No, thanks." Then you have to do it all again. And again. When it's finally over, it's Q2, and it's time to start from the beginning.

We understand that you're probably screaming:

"Why are sales quotas important anyway?!"

It might seem frustrating having sales quotas, different types of sales quotas, similar-but-still-different sales quotas, and targets, but we assure you they're all important.

Furthermore, sales quotas don't have to be a headache. In this post, we're giving you 7 solid, creative strategies to help you hit your sales quotas quarter after quarter, as well as different types of quotas, and how to use a CRM to set them.

What Are Sales Quotas?

Sales quotas are monetary goals that salespeople must reach by the end of a predetermined period. Usually one month or one quarter.

A couple of facts about sales quotas:

1. Quotas are set by an individual's sales manager
2. The sales rep usually gets a performance bonus for hitting his quotas
3. Quotas are just about the most referenced topic in sales movies and TV shows

Well, it's true, isn't it?

Let's clear up another thing as we define sales quotas – they aren't the same thing as sales targets or sales goals.

Sales goals are company-wide. For example, an organization may set a sales goal of increasing revenue by 20% by the end of the year. But in order for the business to reach that goal, they need sales reps with quotas, and if those quotas are reached, then the company goal will be attained.

Sales targets are generally for teams instead of individuals and detail how many products or packages need to be sold in order to meet quotas and then meet goals.

Quotas, targets, and goals are part of your company's sales strategy.

Sales Quotas vs. Sales Goals vs. KPIs

Sales quotas, goals, KPIs… what's the difference, and why should you care? If you're building or managing a sales team, understanding these distinctions isn't just helpful—it's essential.

Here's how sales quotas stack up against sales goals and KPIs:

Sales quotas are the boots-on-the-ground numbers that help teams stay focused. They're different from sales goals, which are more visionary and often less granular. And sales KPIs? Think of them as your sales dashboard—they tell you how things are running, not just where you're heading.

How to Set Sales Quotas and Targets

A solid CRM is essential when setting sales quotas and targets. It can help you calculate conversion rates and drop-off rates, and give you an outline of your sales pipeline.

"Essential?" we hear you ask. "I've set so many sales goals without a CRM! So did my father! And his father before him!"

Listen, just because it's the way we used to do it doesn't mean it's ideal.

Source

It turns out the past was kind of weird.

CRMs are outstanding tools for sales teams. In fact, businesses that leverage CRM software see an increase in:

• Sales by 29%
• Sales productivity by 34%
• Sales forecast accuracy by 42%

So how does a CRM help set quotas in sales management? There's a variety of metrics that CRMs can measure and keep track of:

These metrics are key information when designing most types of sales quotas. They'll help establish your company's baseline (minimum standard of performance) and your sales team's performance levels. Plus, they'll help you determine your company's growth goals.

CRMs can help you build an entire sales plan, including an executive summary, sales goals, review of performance history, market conditions, and a whole lot more.

Why are Sales Quotas Important?

Sales quotas might sound like just another box to tick, but in reality, they're the scaffolding that holds a high-performing sales machine together.

If you've ever wondered why quotas in sales management are such a big deal, it's because they do a lot more than just keep sales reps on their toes.

Let's unpack why sales quotas matter—and how they help turn vague ambition into tangible achievement.

• Aligns Sales Performance with Business Objectives: Sales quotas translate broad business goals into daily action. Instead of saying, "Let's grow revenue this year," a well-crafted sales quota might say, "Each rep needs to close $40,000 in new deals per month." Clear targets = measurable progress.
• Sets Expectations for Reps and Teams: Sales quotas and targets give reps a clear understanding of what's expected. This clarity removes ambiguity, encourages ownership, and helps both managers and teams assess whether they're pacing ahead or need to shift gears.
• Enables Accurate Forecasting: When you define sales quotas for your team, you get a predictable rhythm of performance. This makes it easier to forecast revenue, allocate resources, and plan for future growth. It also makes your CFO a lot less nervous, which is always a plus.
• Provides Structure for Incentive Compensation and Recognition: Sales quotas create a tangible framework for bonuses, commissions, and that oh-so-coveted President's Club invite. Without defined quotas, incentive structures become murky and, frankly, unfair.
• Drives Motivation, Accountability, and Consistency: There's something oddly satisfying about chasing a number and then crushing it. Sales quotas keep reps focused, competitive, and consistently active. And on the flip side, if someone's falling short, it's easier to identify the issue early and offer coaching. In other words, quotas don't just measure performance—they help improve it.

Sales quotas aren't just some corporate hoop to jump through. They're one of the most effective tools in sales management.

6 Types of Sales Quotas in Sales Management

When someone asks, "What sales quotas are you accustomed to?" your answer could reveal more about your role than your resume ever will. That's because there's no one-size-fits-all definition of sales quotas.

In fact, there are several types, and each plays a unique role in sales management depending on your industry, team structure, and business goals.

We've gone with the six most common types of sales quotas. Although every type of quota can be measured and monitored by a great CRM like Ringy. ;)

1. Revenue Quotas

This is the classic—arguably the Beyoncé of sales quotas. Revenue quotas are based on the total dollar value of sales a rep must bring in over a specific period. For example: "Close $100,000 in new business this quarter."

These are typically used when revenue growth is the top priority (which, let's be honest, it usually is). Most commission plans are closely tied to this quota type because it tracks the actual cash coming in.

2. Volume Quotas

If revenue is the queen, volume quotas are the hard-working knight. These are based on the number of units sold, regardless of the dollar amount.

For instance: "Sell 500 subscriptions this month."

This type of sales quota is common in transactional sales environments or SaaS businesses where every unit sold carries roughly the same value. Volume quotas are great when you're focused on customer acquisition at scale.

3. Activity Quotas

Activity quotas focus on what your team is doing, not just what they're closing. This could be "Make 100 cold calls per week," "Book 20 demos," or "Send 50 follow-up emails."

These quotas are especially effective for newer reps or those in longer sales cycles, where output today leads to outcomes tomorrow. They're also a manager's best friend when it comes to diagnosing pipeline issues.

4. Profit Quotas

Not all deals are created equal. Profit quotas go beyond total revenue to focus on the actual margin generated. Example: "Generate $30,000 in profit this quarter."

These are commonly used in industries with variable pricing, discounting, or high cost-of-goods, like manufacturing or services. If your company is tight on margins, this quota keeps reps from offering deep discounts just to close a deal.

5. Combination Quotas

Can't choose just one? You don't have to. Combination quotas bundle multiple quota types into a single performance target. For example: "Close $50,000 in revenue and complete 80 prospecting calls monthly."

They provide a more holistic view of performance and are great for balancing short-term results with long-term pipeline health. Just don't make them overly complex—too many moving parts can confuse and demotivate reps.

Psst: Handling combination quotas for your team is a lot simpler with a sales CRM.

6. Forecast-Based Quotas

Welcome to the data-driven future. Forecast-based quotas rely on historical performance, current pipeline metrics, and market conditions.

Rather than fixed numbers, they're dynamic: "Based on your close rate and pipeline size, you're projected to bring in $85K—so your quota is set at $90K."

This approach is more personalized and adaptive, but it also requires strong analytics and CRM hygiene. (Translation: if your team's pipeline is a mess, this might not be your best starting point.)

7 Strategies to Achieve Sales Quotas

Setting sales quotas is only half the battle—achieving them? That's where the magic (and the metrics) happen.

Here are seven practical, proven ways to help your team hit those sales quotas and targets without burning out or winging it.

1. Prioritize High-Intent Leads

Chasing every prospect with equal energy is like trying to boil the ocean—ambitious, but inefficient. Focus your time and energy on high-intent leads—those showing clear buying signals like requesting demos, visiting your pricing page, or responding quickly to outreach.

Using tools like lead scoring or behavioral triggers can help reps zero in on the right accounts to close those high-stakes deals and hit their revenue quotas faster.

2. Use Sales Automation

Let's be honest: no one dreams of spending their workday manually logging follow-ups or remembering when to send a third email.

Sales automation tools (like Ringy, for example) handle repetitive tasks like drip campaigns, meeting reminders, and follow-ups.

This frees up reps to focus on actual selling, increases marketing productivity by almost 15%, and ensures no hot leads slip through the cracks while trying to reach daily activity quotas.

3. Break Quotas into Weekly Micro-Goals

Looking at a quarterly sales quota can feel overwhelming, like staring up at Everest in sneakers.

Instead, chunk those big numbers into bite-sized, weekly (or even daily) micro-goals.

Not only does this keep reps consistently motivated, but it also creates momentum and visibility.

"Close $100K this quarter" becomes "Close $8K this week." Much less terrifying, right?

4. Track Performance Daily

If you're only checking progress at the end of the month, you're already behind. Set up real-time dashboards, daily leaderboards, or end-of-day summaries so reps can see exactly where they stand.

Sales quotas are more likely to be achieved when reps have visibility and can self-correct quickly. Plus, a little healthy competition never hurts.

5. Conduct Regular Pipeline Reviews

Sales quotas aren't achieved in a vacuum—they depend on a healthy, well-managed pipeline. Holding regular reviews (weekly or biweekly) helps reps identify bottlenecks, next steps, and deals that might be at risk.

This also gives managers a chance to coach in context, offer deal strategy suggestions, and ensure the pipeline actually supports the quota that's been assigned.

6. Coach Based on Data

Gone are the days of coaching based on "gut feel." Use performance metrics like call volume, email open rates, meeting-to-close ratios, and win rates to personalize your coaching sessions.

For example, if a rep has high call volume but a low conversion rate, it might be time to work on talk tracks or objection handling.

Data-driven coaching directly improves performance and makes sales quotas feel more achievable, not arbitrary.

7. Reward Consistent Performers

Hitting sales quotas isn't just about the numbers—it's about the motivation behind them. Recognize and reward reps who not only hit their quotas but do so consistently. This can mean bonuses, shout-outs in team meetings, small gifts, or leaderboard spotlights.

Recognition keeps morale high and builds a performance culture where hitting your sales quota isn't just expected—it's celebrated.

Ultimately, the best way to define sales quotas isn't just by the target you set—it's by the structure you build to help reps succeed. Combine smart tools, strategic focus, and a culture of accountability, and watch your team go from quota-chasers to quota-crushers.

Get Ready to Crush Those Quotas

You're now armed and ready to set next quarter's sales quotas and targets with accuracy using your trusty CRM. CRM software will help:

• Review past performances
• Measure rep success so you can set from the bottom up
• Estimate projected growth of the company

You can then track and monitor your quotas, communicating with your team when it's time to nudge a warm lead or re-awaken a cold one. With clear, outlined goals and solid, group incentives, you and your sales team will be crushing your quotas.

If you need recommendations for an excellent CRM to help manage your sales quotas and targets, request a demo with Ringy. Our representatives will be more than happy to tell you in-depth how beneficial it can be.