Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
Wouldn’t it be great if 90 percent of your sales reps achieved their quota 100 percent of the time? The bad news is, with the approach most firms take to sales and sales training, performance like this is well out of reach. If your firm is like most of the ones I’ve encountered in my two decades of coaching IT staffing companies throughout the country, your sales reps’ quota attainment is wildly uneven. Some reps dominate from month to month while most others struggle to meet their quota. You can get whiplash trying to follow your reps’ gross profit margins.