Research shows that 46% of sales leaders didn’t hit quota in 2020. Also, 50% also say their coaching is completely ad hoc. Is there a connection? Sales management experts Dr. Howard Dover and Jason Jordan join Justin Michael and Vlad Voskresensky to discuss these findings and how you can coach for quota.
Dr. Howard Dover
Director, Center for Professional Sales
Author, Cracking the Sales Management Code
Founder, The Salesborgs
CEO & Co-Founder, RevenueGrid
In 2021, 79% of sales leaders were certain they’d meet quota in 2021, but that conflicted with data from 2020 which showed that only 38% exceeded quota and 16% just made the mark.
Despite troubles with meeting quota, coaching remains so unfocused that 50% of leaders report that their coaching is ad hoc. Additionally, 26% say they don’t know how to track the results.