Top Ten Sales Manager Secrets! #9. Everyone is Missing Quota and Traditional Fixes Aren't Working
From the home office in Sioux City Iowa, Top Ten Sales Manager Secrets: #9 - Everyone is missing quota & traditional fixes aren't working.
You don't like what you see in the #CRM. Sales rep David missed quota Q2. Maddy missed it Q1. Now Sam and Diane are falling short in Q4.
These numbers are unacceptable. You need a fix.
You ask your #sales #manager, "Do we need..."
Your sales manager nods, as these are traditional fixes for "quota attainment issues."
But there's a secret behind those agreeable eyes...
Across all verticals, since 2014 the number of all B2B reps achieving quota has been declining 25% a year. End result? Less than 50% of ALL #B2B reps made their 2016 sales #quota.
And the "fixes?"
TRAINING/TECH - Orgs are spending a per rep average of $1,459 on training & $3,894 on tech YEARLY & quota attainment is still falling.
NEW HIRES - 51% of sales reps are "looking" for their next #job at any one time. Why are they looking? Cause we're hiring! We #churn an average of 33% of our sales teams yearly, and quota attainment is still horrible.
So if traditional fixes aren't working...what's REALLY going on?
Your sales manager has some ideas...those #secrets up next.
/#8 tomorrow