article | February 6, 2011
Why Aren’t My Reps Hitting Quota?
A 2009 study conducted by CSO Insights revealed that just 51.8% of sales reps made quota, which means 48.2% of the reps MISSED quota. Our benchmarking data shows that world class sales organizations have 75% or more of their reps making quota.
So what’s causing almost half of all sales reps to miss their quotas? TIME!
Assuming we use the model that sales reps work 40 hours per week for 50 weeks per year, they have 2000 total hours to dedicate towards hitting their quota.
Here are 4 reasons why time is killing your reps’ ability to meet quota.
Part of the discovery work we do on projects is to determine where sales reps are spending their time. We do this to better understand how much time they spend on selling activities versus non-selling activities.
The survey example on the left shows sales reps spent just 33% of their time on selling activities. If they only spend 1/3 of their 2000 hours actually selling, what is likelihood they will hit their quota?
Some questions to ask regarding your quota process:
Time is our most valuable resource. If you or your team are not hitting the numbers, perhaps it’s time to take a closer look.