missing quota

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.”  That is so much worse than what has been reported in recent years when the numbers were closer to 55%-60%.  This is problematic for more than the obvious reason.  When salespeople aren’t hitting quotas, companies need to hire more salespeople, which increases the cost of recruiting, salaries and benefits, not to mention the costs associated with hiring additional sales managers that won’t coach up their salespeople.  It also reinforces a culture of mediocrity because when not hitting quota is normal and expected, more people don’t hit quota because their jobs are clearly not in jeopardy.

The next finding explains the previous finding.