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There Is No Need To Lie

The Pipeline

He would demonstrate how easy it was to exceed quota if you only did “these things.” In this case it’s easy to understand the fib, people left on a high note, ready to attack their quota. But while tempting, it may also explain the high turnover rate, and low quota attainment, among B2B sellers. Start With You.

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Failing to Meet Your Quota?

No More Cold Calling

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. Are you on track to meet your quota this year?

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Hey Sales Manager, Get Your Head Out of That Spreadsheet

No More Cold Calling

But I don’t think any sales manager listened, because more than half of reps are still missing quota. So, why is it acceptable for half your team to miss quota? Her Salesforce post—“ How High Performing Sales Managers Crush Their Quota ”—shares plenty of data to prove it. Why are we settling for this huge discrepancy?

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Qualifying Prospects: Can We Just Kill BANT?

Zoominfo

However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. This is probably why nearly half of sales reps fail to meet their quota. . Authority : the prospect is a decision-maker. What is BANT, anyway?

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Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. Accenture CSO Insights – Sales Optimization Study. Harvard Business Review Revealing Study of Salespeople Makes News.

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Case Study: 3 Ways this Sales VP Uses Social Selling

SBI Growth

Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Imagine getting in a prospect at the decision making level. And people who have 5000+ connections have a 98% chance of attaining quota. Sales people who generate more than 7 referrals per month have 124% quota attainment.

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Prospecting: The Lost Art

SalesforLife

Maybe I’m getting older, or becoming more aware, or turning cynical – but the disruption in the Force that I’m seeing is that year by year, more and more sales professionals – whether they’re account executives, customer success leaders, or business development reps – seem to be losing the skill and art of prospecting. Let’s unpack this.