53% Of Sales Reps Don’t Hit Quota; Here’s How You Can.
Posted: Mon Dec 09, 2024 3:52 am
If you're a sales rep, the pressure of hitting your sales quota month after month is probably a pretty familiar feeling. Prospecting, engaging, and converting leads is hard enough by itself, and when you then pile on all the other tasks you’ve got on your to-do list, an already tough time only gets more challenging. So, it’s perhaps not surprising to hear that the average quota attainment for B2B sales organizations is only 47%.
Fret not, however! In this article, we’ll explore whether not hitting quota is even a bad thing (spoiler: it’s not exactly ideal), why it can be challenging for sales reps jordan phone number library to hit quota, and talk about a potential solution that can help you achieve quota by giving you more time in the day to focus on the important stuff.
Is Not Hitting Quota Even a Bad Thing?
Not hitting quota isn’t necessarily an unambiguous sign of failure, and there are many valid reasons why it might occur, such as unrealistically high quotas, longer sales cycles, and unfavorable market conditions.
However, most will probably agree that it is unlikely that not hitting quota would ever be a recommended strategy for long-term financial success, whether on an individual or organizational level.
For a company, quotas are generally aligned with a company’s broader financial objectives, so if a significant number of salespeople are missing quotas, that’s less than ideal.
For the sales rep, quotas are generally aligned with reps' sales commission, so if they’re consistently not hitting their quota, they’re not getting paid as much as they could be, which is, again, less than ideal.
In conclusion, it feels fair to say that not hitting quotas will likely be less than ideal for everyone involved.
So Why Aren't Sales Reps Hitting Their Quota?
The million-dollar question. There are likely many reasons that could explain why sales rep aren’t hitting their quota consistently, but we’ll limit ourselves to one: There aren’t enough hours in the day.
Sales work isn’t only selling. There are many other types of manual work that salespeople are doing daily that aren’t just challenging but also incredibly time-consuming. And there is no better evidence for this than the fact that sales reps only spend 28% of their week selling.
So, what are these other “not-selling” activities that sales reps are doing? They include but are not limited to record keeping, tool management, data entry, and lead management.
Fret not, however! In this article, we’ll explore whether not hitting quota is even a bad thing (spoiler: it’s not exactly ideal), why it can be challenging for sales reps jordan phone number library to hit quota, and talk about a potential solution that can help you achieve quota by giving you more time in the day to focus on the important stuff.
Is Not Hitting Quota Even a Bad Thing?
Not hitting quota isn’t necessarily an unambiguous sign of failure, and there are many valid reasons why it might occur, such as unrealistically high quotas, longer sales cycles, and unfavorable market conditions.
However, most will probably agree that it is unlikely that not hitting quota would ever be a recommended strategy for long-term financial success, whether on an individual or organizational level.
For a company, quotas are generally aligned with a company’s broader financial objectives, so if a significant number of salespeople are missing quotas, that’s less than ideal.
For the sales rep, quotas are generally aligned with reps' sales commission, so if they’re consistently not hitting their quota, they’re not getting paid as much as they could be, which is, again, less than ideal.
In conclusion, it feels fair to say that not hitting quotas will likely be less than ideal for everyone involved.
So Why Aren't Sales Reps Hitting Their Quota?
The million-dollar question. There are likely many reasons that could explain why sales rep aren’t hitting their quota consistently, but we’ll limit ourselves to one: There aren’t enough hours in the day.
Sales work isn’t only selling. There are many other types of manual work that salespeople are doing daily that aren’t just challenging but also incredibly time-consuming. And there is no better evidence for this than the fact that sales reps only spend 28% of their week selling.
So, what are these other “not-selling” activities that sales reps are doing? They include but are not limited to record keeping, tool management, data entry, and lead management.