Activity Quotas and Social Media

In the era of social media, the sorts of activities subject to quotas are evolving. Although cold calling is still a viable means of contacting prospects, it is gradually being displaced by social media contact tactics. Potential consumers “liking” or “tweeting” about a product or service provides immediate signals to salespeople, allowing them to better target their sales efforts. Instead of a weekly activity requirement of 250 phone calls, a financial adviser may be required to contact 50 persons who remarked on “retirement planning” in a social media feed during his probation term.