Wednesday 4 December 2013

What happens when Sales Reps don't make quota?

As a sales rep, if you don’t do your numbers, make you quota, hit target, then you’re in trouble.

Similarly, if you’re VP of Sales and you don’t produce your forecast, expect to lose credibility with and the confidence of your CEO.

Nothing new then, but how common is this?

At the Eloqua/Oracle Road to Revenue Tour in London yesterday, most of the delegates zigged to the Eloqua marketing track. So, I zagged and went to the Oracle sales Track.

You’re probably thinking, Sloane, you’re just a road warrior. Yes I do remember the Cavalier sri !

So, I was mixing with cream of Oracle, OK, just those who can make it to the London Borough of Southwark on a cold Tuesday in December. When Neil Pridham a CX Director from Oracle states that 40% of B2B sales reps missed their quota last year. 40%, does that sound like a high figure to you?

What’s it like where you work, do 40% of the reps/account managers not make their numbers?

What is the significance of that?

Is that their fault?

Or Yours?

Should you ship out the underperforming and hire some fresh faces? Could be an expensive decision with no guarantees of better results?

Or just blame those lousy leads that marketing gives you?

Maybe it’s time that you took responsibility for hitting your team’s quota in 2014.

If these make sense then you’ll want to come along to “How to Get Started with Predictable Revenue “ on Thursday 24th Jan at the O2 TCR


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Unknown said...

Interesting tips are shared here. It is eminent that sales representatives are less likely to make quotas. Your tips about it will help us a lot to make some changes in our company

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