How to Hit Your Number When Production Can’t Keep Up (Ask Jeb)

What It Covers

Dylan, a first-time cider sales rep in Toronto, seeks advice on hitting quota when production capacity limits available inventory and CRM tools are minimal.

Key Questions Answered

• •Account Segmentation Without CRM: Use manual systems like index cards or spreadsheets with HML ratings (high, medium, low potential) to prioritize top 250 accounts instead of spreading effort across 3,000 prospects ineffectively.
• •Managing Product Scarcity: Create buying profiles for each customer to match available inventory with preferences. When scarce products arrive, call high-value accounts first working down the list to sell out quickly without leaving office.
• •Commission Negotiation Strategy: When production shortfalls prevent hitting sales targets, negotiate compensation based on potential revenue if full inventory existed, especially after proving ability to sell out all available product including slow-moving items.