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The Pro: Pat Cavanaugh The Company: Cavanaugh in Pittsburgh Key Stat: Added nearly $5 million to his top line last year.

By Nadine Heintz | 
 

From: Inc. Magazine, June 2004 | By: Nadine Heintz

All too few businesses push their stars once they hit their yearly quota, says Pat Cavanaugh, the founder of a Pittsburgh marketing and branding agency. In contrast, when his stellar sellers hit their goals by, say, November, he sets additional milestones for them. And, he adds, you should base goals on percent increase rather than a dollar target. Otherwise, as a rep's annual dollar volume climbs, raising the quota feels "like asking someone who's running a four-minute mile to improve by 30 seconds." Last year, Cavanaugh's sales were up 30%, to $15 million.

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    • Nadine Heintz

    The Goods is focused exclusively on products and services for business owners. We won't ignore the latest netbook or the hottest smartphone, but we'll also examine the services, software, and Web-based tools that can help make your business succeed. Nadine Heintz, a senior editor at Inc., edits The Goods, as well as Quick Hits. Send suggestions, comments, and deals to nheintz@inc.com.


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