CEO @ Pavilion | Co-Host of Topline Podcast | Join Top GTM Execs at Pavilion's GTM2024 | October 14-16 2024 | Austin, TX | Get Your Tickets Now
In 2024, most reps aren't hitting quota (up to 69% according to some data). If you're an individual seller, here's what you need to do to hit your goals: First off, you have to understand the bar for excellence has been raised. This is not a world where average is going to be sufficient. What does that mean? Yes, you have more tools at your disposal today, particularly through AI... that can give you more information, more personalization, more research and data on your prospects than ever before. But only the reps that religiously adhere to a systematic process (whether MEDDIC, MEDDPICC, whatever your methodology might be) are the ones who will succeed. In a world of abundance, there was opportunity for sellers to not follow the process, and still have an opportunity to make money. But that time is no longer. And in this world, where opportunities are few and far between, you need to make the most of every single opportunity, which means following the same process every single time. That's why at Pavilion the #1 thing we recommend frontline managers and sales executives do first, is install some kind of methodology. It doesn't have to be MEDDIC. It doesn't have to be MEDDPICC. It doesn't have to be SPICED (though that's a good one). But you need a standardized methodology. It's the only way to ensure your team is doing it the same way every time. If you have that confidence, you have the opportunity to succeed.
Couldn't agree more. Your sales methodology doesn't mean much without proper execution and follow-through. I use Opportunity Scorecards for our sales methodology adherence. It gives total visibility into our sales methodology and helps qualify deals (shameless plug, it's our product). You can check it out in this 30-second walkthrough: https://demo.people.ai/share/eprizwpgpxq0
Chris M.
2w
If that’s the case, wouldn’t that indicate that the expectations that are being set are grossly out of line with reality? 89% of sellers are experiencing burnout, and incidents of mental heath crisis are up 40% over the past couple of years which tells us there’s a systemic problem. I struggle with the idea that demanding more from people who are already beaten down is the answer. Given the combined statistics we both shared, I think it’s worth considering the notion that there’s a much deeper issue than sellers just not being good enough.
Sam Jacobs there's been a shift over the last several years from companies wanting the highly skilled high performing seller to wanting a monkey with a typewriter (I'm referring to the Infinite Monkey Theorum, not trying to be edgy). It's a grow at all costs mindset that says if we just get enough people in seats, make them hit cold call and cold email numbers, and budget for the majority of them to fall short of quota, we can get predictable growth. Reps often say their companies aren't training them to be excellent sellers. Instead, enablement trains them on product and process, and managers look at numbers and ask for forecasts. Are you seeing a shift in this in this era of profitable efficient growth? Are the skills you recommend here being trained inside the company? I've worked with clients in my business who have entire businesses dedicated to training ambitious reps because their companies aren't doing it --- I'm wondering if you're seeing any improvement in internal training.
Tons of sales teams ALREADY have a 'standardized methodology'. And its costing companies tens of thousands to roll them out. This has been happening for years. But still quota attainment is way off. I'm not convinced having a 'standardised methodology' is the answer. Most sales lack fundamental discovery skills. They don't active listen. They don't challenge prospects. They don't tell great and relevant stories. My learnings is that any methodology is completely irrelevant if sales people can't do the above really well. If they got coached on simply being good listeners and practiced their calls on a regular basis...it would go a long way to solving a lot of quota headaches.
The danger is that most of these "methodologies" are seller centric, they help the seller identify who they should prioritise. They do not help the buyer navigate their buying process. The best of those hitting quotas do so because they help the buyer, they provide insights as to why they need to change what they are doing, they help craft the solution criteria. Some may hit quota because they have customers who know exactly what they want and they want a slick process to go from enquiry to quote to purchase. However most of those will ultimately ask for that process to be "self-serve".
Erica Smith
2w
Instituting systems - whatever role you’re in - is the recipe for success Sam. There was a period of time when I carried a bag that I consistently had identified power, their critical priorities, corresponding problems, and budget nailed down but I consistently missed timelines. I was missing the urgency factor and my deals stalled, forecasts flopped, confidence floundered. Once I solved for this simple gap I changed the game. Don’t sleep on the systems. It’s your golden ticket to crushing quota and bringing the calm to sales’ chaos.
Tony Perzow
2w
This is also true for negotiation. Companies need to implement a negotiation methodology that is simple but works. If you leave negotiation up to the individual, you'll get hundreds or thousands of people shooting from the hip and hoping for the best. Best way to increase revenue? Get a tight grip on how your people negotiate. People who don't follow a negotiation methodology leave SO much money on the table - its ridiculous
Jason King 🟠
2w
Systems, Systems, Systems…said in the voice of Jan Brady as she is saying “Marcia” from the Brady Bunch (Wow, am I saying myself here!) Many sales people are annoyed by methodologies (in my experience). They just want qualified leads dropped in their lap that they can sell to. It doesn’t work that way. I’m surprised at how many still feel this way and want to do sales like this. Systems, processes, methodologies…this is the way. (Insert Mandalorian gif here as well 😆)
Sam Jacobs agree with your sentiments here. If you don’t have a sales methodology, what are the sales leaders going to coach on? Without it, the coaching becomes ad hoc and not joined up. The challenge is getting the sales methodology bought into, embedded and adopted, which the sales leaders need to drive, whilst allowing for necessary creativity as no two opportunities are the same. If the mindset is right, to help the customer, the application of the methodology with give the right experience to the buyer. With 69% if sellers missing quota, do you think the current bar is even at average?
🛠 Co-founder of Clevenue - Scenario Planning for Revenue Teams
2wThe problem with quota attainment for most isn't skill, I'd guess that comparatively sales teams have never been so skilled - the problem comes from the obvious: 500 opps spread across 10 reps = 50 opps per rep Then they grow - "we'll increase sales and marketing" 750 leads spread across 20 reps = 37.5 opps per rep A 25% reduction in opportunity per rep, and the best reps jump ship. If 50 opps got you to target, 37.5 leads gets you to 75% attainment "Oh no why are our reps not hitting - let's give them a refresher on MEDDIC"