Last week, I was challenged to write about 'how I work.' Inspired by LifeHacker, Anthony Iannarino moved the idea into the sales field.
Last week, I was challenged to write about 'how I work.' Inspired by LifeHacker, Anthony Iannarino moved the idea into the sales field.
I was speaking with a prospect the other day and the subject of recruiting women in sales came up. This company is extremely impressive: high-growth, exciting market, great location, amazing sales culture - the works.
Like many of you, I attended Dreamforce last month. As is often the case, some of the most interesting conversations happen in the hallways between sessions.
During one of those conversations, I got pulled into a debate between two VPs of Inside Sales.
The question under consideration
If 40% of the reps on a sales team miss quota, who is at fault?
VP #1 argued that the team wasn't properly led - essentially failure was on the sales leader’s shoulders. VP #2 countered that it was more likely territories were uneven and many reps were assigned unrealistic quotas - failure was on the shoulders of the sales planning organization. Having made their cases, they looked at me to choose a side.
Topics: inside sales management, metrics
Today, we launch our 2014 research on the Sales Development / Lead Generation function -- focused on teams generating pipeline (ADRs, BDRs, MDRs, SDRs).