The B2B Sales Process: How to Build a System That Drives Quota Attainment
Your B2B sales process sits in a slide deck, a wiki page, or a training manual that onboarding reps skim once and never revisit. Yet quota attainment across B2B sales teams averages just 47%. Nearly half of all reps miss their numbers. If everyone has a sales process,...
Sales Quotas by Business Model: The Helpful Framework
Leaders have set the annual revenue plan. Now comes the hard part: translating that top-down number into quotas your team can actually hit. If this process feels disconnected from reality, it likely signals a gap between planning and execution. Research shows that...
From Generic to Genius: The Shift to Personalized Sales Quotas
Did your new hire just get assigned a quota of $450,000 within their first 30 days? Get real! One of the challenges for today’s go-to-market is setting quotas that balance ambition with realistic sales targets. It’s a timely endeavor. A recent report found that 91...
