Is quota a...

Question

Is quota attainment really that low and what would you attribute that to? ie lack of training, lack of Product market fit, lack of need etc

Former Employee · Accepted Answer

Yes! The attainment is very low, give or take %5 to the numbers reps post here.

Few reasons:
A) terrible top of funnel strategy. there is no compelling, tested outbound cadences in place (current cadences are some of the worst I’ve seen) - you will find yourself prospecting 80% of the time instead of selling 80% of the time , with low conversion rate 
B) lack of good training - sales enablement has good intentions , but doesn’t have the tools to properly train and develop the team . 
C) the product is good, but you are dealing with very “wishy washy” buyers, which makes it very challenging to close a deal , even if you nailed it in discovery and demo
D) lack of quality inbound

I can name few more reasons, but I hope these are enough to give you a real picture.

Former Employee · Answer

Yes it’s a combination of lack of strong sales leadership and understanding their sales cycle. The value prop in the US market isn’t strong enough to compete with better known competitors that offer similar products for less. Sales enablement is nonexistent

Former Employee · Answer

Agreed no sales enablement.

Current Employee · Answer

All of the above.

- There is zero relationship with marketing and the sales team until it’s time for the occasional email blitz/power hour so it’s unclear how marketing even knows what they should be doing or what they were doing before then.

- They gutted the biz dev function.

- Product market fit: At this time, given that there’s so much that we don’t do that our competitors can, we’re basically a point solution that costs the same as an all-in-one solution.

- Lack of case studies: Companies are looking for the best bang for their buck with a market trusted solution. If we had the case studies to back us up, we might be better positioned to rip and replace more often. But our case studies are laughably outdated and irrelevant to the new customers they want us to target.

- Poor enablement: Ask any rep a question on product, competitor intel, industry updates and you will get a completely different answer every time with 50% chance of it being correct.

- Management style: Dashboard Leadership. It’s hard to respect or take these sales leaders seriously when we only hear from them during an all hands as they reference metrics and express concerns for future quarters as if they had no ability to step in and redirect beforehand.

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Anonymous Q&A

Is quota attainment really that low and what would you attribute that to? ie lack of training, lack of Product market fit, lack of need etc