Moving the needle when it comes to increasing quota attainment across your sales organisation remains a daunting challenge for every sales leader. The reality is only 57%1 of quota-carrying salespeople make or exceed their quota. That means 43% are not delivering revenue performance as planned. When seeking to increase sales and overall quota attainment across your entire sales organisation, it is less effective to focus on your top performers than it is to engage your middle performers. Quite simply, there are greater numbers in the middle tier with much greater room for improvement.
A 91% sales uplift - really?
The average is represented in the 20/60/20 rule. The top 20 percent will be top performers that often meet or exceed quota, the middle represents the60 percent that are consistently and respectively shy of meeting quota, and the bottom 20 percent are far from quota attainment. Regardless of the size of your company, the middle 60 percent will always represent the majority of your company’s sales revenues. Many organisations focus on the top 20 percent and reward top performers for the obvious reasons. What if you could improve the selling performance of your middle by just a small amount? What would that do for your company’s total sales performance?
Consider that a simple five percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales than a five percent shift in your top 20 percent.
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