A simple five percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales than a five percent shift in your top 20 percent.
Moving the needle when it comes to increasing quota attainment across your sales organization remains a daunting challenge for every sales leader. When seeking to increase sales and overall quota attainment across your entire sales organization, it is less effective to focus on your top performers than it is to engage your middle performers. Quite simply, there are greater numbers in the middle tier with much greater room for improvement.
In a recent report from Qvidian, improving quota attainment was the second most important focus area to executive management this year (87%). The biggest challenge for improving overall quota attainment and revenue growth, is what and where to focus your efforts. Learn more with this white paper.
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