The 4 Most Important Attributes to Look for When Sales Reps Miss Their Targets
Does Your Sales Team Have These 4 Difference-Making Attributes?
Best Practices Whitepaper Download: The 4 Most Important Attributes to Look for When Sales Reps Miss Their Targets. According to research by Xactly, a leading provider of cloud-based incentive solutions, as many as 79 percent of quota-carrying Software as a Service (SaaS) sales representatives missed their goals. 14% of sales reps in the study did not even achieve 10% of quota. Across the entire data set, the average quota attainment, regardless of tenure, was only 58%. Pretty scary.
If your team is anything like those in the survey, almost 80% of your reps may be under-performing. It is your job as the sales leader to hire people who will perform. It is also your job as the sales leader to identify the root cause of any performance problems and to help under-performers succeed or move on as quickly as possible – ideally within 90 days. Read about the four attributes to incorporate into your hiring profiles and your performance management processes to create a high performance sales team.
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