Understanding the Sales Force

article thumbnail

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

Quota 252
article thumbnail

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

The first dates shown on this table - early 2009 - represent a time when the country was deep in recession. During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople. There are four possible explanations for this considerable drop.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How to Easily Motivate and Incentivize Sales Pipeline Building

Understanding the Sales Force

(2019) Chris Cagle – Great Example of Intangibles in Action (2015) Only 11% of Salespeople Do This at the End of Their Sales Calls (2011) School of Rock the Musical Demonstrates How to Sell to Existing Customers (2016) Paul McCartney, Brian Wilson and the Sales Assessment Industry (2012) Frankie Valli and Jersey Boys Metaphor for Recession-Worn (..)

article thumbnail

Sales Slumps - What Causes Them and How to Fix Them

Understanding the Sales Force

Tiger has been in a slump since Thanksgiving of 2009! In baseketball players slump with their outside shots and from the foul line. Football Quarterbacks go into passing slumps. Golf and Tennis pros have swing slumps.

How To 120
article thumbnail

Best Way to Sell and/or Manage a Sales Force?

Understanding the Sales Force

How did everyone feel in 2009 when revenue tanked? When salespeople aren't increasing sales and commissions, don't they become discouraged? Even if the industry is shrinking, maintaining revenue isn't exactly a win. Can you imagine how much a company's revenue would have slipped that year if the plan was for zero growth?

article thumbnail

What is The Best Way to Manage a Sales Force and/or Sell

Understanding the Sales Force

How did everyone feel in 2009 when revenue tanked? When salespeople aren't increasing sales and commissions, don't they become discouraged? Even if the industry is shrinking, maintaining revenue isn't exactly a win. Can you imagine how much a company's revenue would have slipped that year if the plan was for zero growth?

article thumbnail

All-Time Top Kurlan Sales Article

Understanding the Sales Force

originally posted on January 28, 2009). It's not my personal favorite , it's not the most well-written, it's not the most viewed , it's not the most entertaining, it's not the most insightful nor is it the most linked to.

Hiring 163