According to CSO Insights. the following statistics were just released.
- 59.4% of salespeople made quota in 2010. (Conversely, over 4 out of 10 missed quota)
- But there’s bad news too. 95% of companies plan to raise quotas.
If only 6 out of 10 could clear the high jump bar today, how many will clear it when we raise it? (How big will that red section grow?)
Jim’s point – Doing what we did in the past will not improve sales performance.
Flogging salespeople by raising quotas does not bring improved fiscal results. B2B demand generation does.
- Companies who focus on world-class demand generation programs will prosper.
- Those who hand out quota increases by rote will struggle.
CSO Insights agrees obviously, as they are hosting a webinar entitled Optimize Lead Management to Hit Your 2011 Numbers
What do you think? We love comments and those who share.