If you need a real good laugh today, watch this video. It is worth the entire 6 minutes you will invest.
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Here is a reality I’m going to be exploring in detail on the New Sales Economy blog — 50% of all reps are missing their sales quota. I want to know why and explore all sides of the conversation. The truth is that something is wrong, misaligned, or to be curt, just plain screwed up. Here are some of your answers why.
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The most mind boggling statistic in the sales industry has to be that 50% of sales reps are not making quota. With all the Sales 2.0 tools available and ease of finding info on the web the sales industry is still struggling to hit its goals. I want to know why. So I asked Trish Bertuzzi the founder and President of the Bridge Group and inside sales bona fide expert to give us the skinny on some troubling data.
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Guest post by Russ Emrick of Breakout Selling:
Very few salespeople are achieving their quota. The numbers are alarming – down to almost 50% and down from 64% quota attainment in 2008 and 67% quota attainment in 2007. The data raises many questions for sales organizations. While quotas have risen by 33% in the past 5 years less reps are hitting their number. The question becomes why and how do we fix it?
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Here is the dirty little secret in the sales industry – sales quotas across the board are going up and sale rep quota attainment is going down. I asked my friends over at the Service Coach to share their thoughts on this alarming trend and why it’s happening. Here’s the low-down, no frills, no BS take on some ugly, ugly data.
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Sales reps know objections are a part of the sales process and there are many great resources that detail strategies for handling objections. Many of these strategies focus on how to handle objections verbally in either face to face encounters or over the phone. There is much less thought leadership on how to handle objections with content and this post will dive into a few ways you can do just that.
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I’m a big advocate for sales and marketing alignment — far too often I see sales and marketing organizations that don’t even pay attention to each other. They both waste a lot of time on the top of the funnel. Marketing thinks they are driving sales ready leads with tradeshows, list buying, print advertising, outsourced cold calling, etc. Sales thinks they creating new sales opportunities with their cold calling efforts into prospective target accounts. Most of the time — both marketing and sales are spinning their wheels.
That presents a pretty big question?
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In this post I interview Mike Damphouse, CEO of Green Leads, who is widely considered to be an expert on demand generation and appointment setting. In this interview Mike shares his thoughts on how inbound marketing will change the B2B sales profession, how sales reps can sell more effectively, and he sheds some light on exactly what unfied demand generation is.
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The movement towards social media being the central nervous system for everything is well underway. The social media movement may be in its infancy, but like all growing trends, there will be those that see the light before others and position themselves for success. There will be big winners and big losers.
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Here is a massively interesting and alarming sales statistic.
In 2009 only 50% of sales reps achieved their quota. This number is down from 64% quota attainment in 2008 and 67% quota attainment in 2007. The data was taken from the Bridge Group’s 2010 inside sales metrics survey, and raises many questions for sales organizations. Further, the survey indicates that since 2007 quotas have risen by 33%, while less reps are hitting quota.
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Are you wondering how to build a modern marketing plan and need to know how to incorporate personas, build a team for growth, and utilize different demand generation techniques? Download the free 20-page guide written by a startup VP to learn:
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Last night I received an email blast from a major technology player asking me why they did not get my business, which made no sense (for starters I’m not the decision maker or even an influencer). It is a great example of exactly what NOT TO DO in your demand generation and sales process. I’ve removed the company’s name from the email to save their face.
Let’s have a look at this doozie of an email blast (SPAM) so your team does not make the same mistakes.
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Have you ever wondered what the difference is between demand generation and inbound marketing? What does each phrase mean for marketing and sales? Which approach should your company focus on? Is one more relevant or important than the other? If you find yourself scratching your head trying to hammer out the differences between demand generation and inbound marketing so you can execute, well, this post is for you.
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