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.
9 Reasons Why 50% of Sales Reps are Missing Quota:
1.) We are lazy and our hiring decisions are based on gut as opposed to repeatable success
2.) We don’t invest in an effective on boarding process….we let reps sink or swim
3.) Reps don’t know who to call or what to say when they connect
4.) When they do connect they show up and throw up and it is all about them instead of the buyer
5.) Marketing develops content to fill the top of the funnel but neglects the content that would help sales move the process forward
6.) Reps think inbound marketing means “they will call me if they want something”
7.) We have no idea how to ask for referrals or mine our own customer base
8.) Sales management does not know the difference between urgent and important
9.) Quotas are top down and based on something the board hands down after they passed the peace pipe
These are some darn good reasons why so many reps are missing quota, but I also want to hear from you. Why do you think 50% of sales reps are missing quota? Is the stink on management, sales reps, or a bit of both? Please share your thoughts.