What do you call a sales rep who hits 

Q: What do you call a sales rep who hits quota 5 years in a row.
A: A liar.
Yea, it’s an oldie but goodie. Want another? Okay!

Q: Why did the plumber’s rep not hit quota?
A: He didn’t have enough pipeline.

The average sales team’s closing rate is 34-36%. (Chief Sales Officer Insights) Reasons why included, but are not limited to:

1. There is not enough pipeline. Teams are working too few opportunities.
2. The solution does not effectively align to a customer’s requirements
3. The customer’s purchase and engagement journey is broken
4. Price is premium, but the solution is not. (aka weak product)
5. Sales Methodology is not algin to Customers buying Cycle. Right horse, right course
6. Sales Talent is under-developed—just lack the rights skills and effective habits
7. Sales Leadership is under-developed or hampered
8. CRM-Lot’s of data, no Insights and other tech-stack issues
9. Engagement and motivation are low
10.  The customer does not really know what they need; just that they have to do something, and so do nothing

That last one is my favorite. And I seem to run into most.

There are plenty of ‘fixes.’ Each ‘solution’ should align to the actual problem. And the truth is, all these issues, and more, are all present in any company at any given time. The trick is knowing where to start and how to effectively implement.

Where is important. It’s why sales leaders get the big bucks and bigger headaches. It’s super important in larger, more complex organizations.

But it’s often the implementation that goes amuck. Under-planning can create political and budget issues. Over planning can kill. Just like time kills all deals, over thinking can weaken a good execution. It’s the old saying: “Everyone has a plan, until they get hit in the face”. Just starting will create a catalyst of change. And reveal where the real issues reside. Besides, this is sales. It’s your business’s life blood. Move to seize the advantage or the opportunity. Every salesperson / leader has a story on this.

Watch this space as we dive deep into several of these issues over the next few weeks.

I’m a coach. I help fix things.
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