Encouraging more sales people to meet quota has become the number one priority for ICT supplier companies. The imperative to catalyse more deal wins is just one of the many urgent matters uncovered by Larato’s survey of business leaders from across the supply landscape. Their minds are focused on the road to growth at a time when budgetary purse strings are loosening and recessionary pressures are receding in the rear view mirror.
But today’s buyers are also in the driving seat. They understand the problems they want to solve and the supply options available to them, rendering familiar sales and marketing techniques irrelevant and ineffective.
This #HelpMe guide unravels the issues that prevent sales people from meeting quota and with added significance provides important takeaways and a “must do” action plan designed to help you win more deals.
Chapters in this guide:
Sales people are bidding on deals they simply can’t win by Stuart Gilroy
Only one third of a sales person’s time is available for selling by Ian Hunter
Sales and marketing are not aligned to how buyers buy by Stuart Gilroy
#HelpMe action plan by Dr. Lucy Green
Extract from I want to increase the number of my sales people meeting quota #HelpMe
What business leaders should focus on is not the sales target but how it is being used to subvert the outcome it was intended to achieve. We can all set objectives and count up qualified leads like £50 notes but what is their value if a large proportion of sales professionals are bidding on deals they can’t win? Every sensible person accepts that to end this losing streak we need a new game plan. Money in pockets, not wasted opportunities, brings growth.
Larato’s research uncovered a consensus among 57 per cent of UK ICT suppliers who believe that sales staff miss their targets because they unwittingly spend valuable time and resource chasing new business they are destined never to convert.