Many major and planned giving professionals are required to secure and carry out a certain number of face-to-face visits each year. This is considered by too many to be an effective measure of their effectiveness in their role. But, unfortunately, quotas lead to inefficiencies that cost the organization inordinate amounts of money.
Here are my top 5 reasons why you should kill visit quotas:
- More often than not, the quota is arbitrary. Leadership rarely knows how many visits are really necessary. In fact, they rarely know what the role of a gift officer really entails. It’s a wild goose chase that ultimately paints an inaccurate picture of the gift officer’s true activity and performance.
- According to the Stanford Graduate School of Business, businesses increase sales by an average of 9% after they remove quota systems.
- They lead many fundraisers to meet with unqualified donors just to hit their quota— ignoring the fact that, for instance, five really great visits with highly-qualified donors will generate more funds than 50 visits with unqualified donors.
- Many gift officers fudge their numbers and game the system to hit the goal.
- Gift officers don’t like quotas!
Do you have more reasons why we should kill quotas? If so, please help me add to this list.
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