Sales activity has never been higher. Reps are making 200 automated touches or 80 manual touches a day, yet half or more are “OK” missing quota.
Sales activity has never been higher. Reps are making 200 automated touches or 80 manual touches a day, yet half or more are “OK” missing quota.
We live in an age of infinite information. I was on the bus watching people. Scroll. Listen. Scroll. Are salespeople immune from the media's claw? Every scroll, podcast, and LinkedIn post gets scoured for the “trick” that’ll change results and lives? Did you know the average person now consumes 34 gigabytes of information a day? And yet, I still hear sales reps say something like, “I don’t know what to trust. I consume a lot but don’t improve much.”
Did you know that less than half of young adults believe they control the direction of their own lives (Cigna, 2023)? And in sales, it’s even more miserable: only 28-39% of reps are expected to hit quota (Salesforce, RepVue). The company quota, not their personal goal!
We have a few clients that are almost starting from scratch. They've had a few conversations with close friends in their network that resulted in what might be a few 'pity' sales, but they're not where they need to be. So, it might be appropriate for me to share a story about Rick in 1985.
A friend of mine. Great dude. Helps others. High performer. Spends time getting geeky with the product. I always admired that. He hit 214% last year. In the same year he moved cities. Got engaged. Things were good.
I seldom reference Mark. He's all about scaling and not about selling, but this morning he wrote something that salespeople need to know.
You regulars are used to me. I'm grateful for every minute that I have. Every person that I meet. It's a good life.
