(4 votes, average: 4.25 out of 5)
Loading ...Yesterday, CSO Insights released a summary of the results of their 16th annual Sales Performance Optimization study. The survey of 2,800 companies revealed that the number of reps making quota in 2009 dropped to 51.8% from 58.8% in 2008. This caused plan attainment to drop to 77.9% from 85.9%… And this is after 86% of the firms surveyed increased quotas for 2009.
This year, 85% of the firms surveyed have raised their sales rep quotas again.
Without seeing the entire survey, it’s hard to come up with good conclusions, but this seems to indicate that many companies failed to adjust their quotas mid-year. I am convinced that the 8% of the sales reps not achieving their quotas because of the economy was not the most motivating experience.
The press release concludes by saying: “higher quotas need to be accompanied by increased investments in sales in 2010 or we may be looking at even worse sales performance numbers next year”.
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