According to M. Wayshak’s 2019 research study, only 24% of B2B sales agents met or exceeded their quota the year prior.
That is to say that only 24% of sales reps hit their performance targets.
24% of sales reps actually achieved their goals.
So 76% of B2B sales agents did not hit or exceed their quotas, did not hit their performance targets, and did not achieve their goals.
What are the top performers doing that is allowing them to produce superior Results?
ClientPoint found that most top performers continually self-assess their sales skills and interactions to accelerate the clip at which they consistently improve.
But they also found that only 14% of sales agents performed self-evaluation.
14% of reps are evaluating their sales skills and interactions to deliberately improve their ability to close business, generate revenue, produce more income, and achieve their goals.
So 86% of sales reps are not self-assessing to adjust course on their way to their goals or improve their abilities to hit those goals in the first place.
Top performing athletes also self-assess their performance continually. How they perform on the field, court or whatever arena they’re on has a direct impact on their compensation, career and family.
Sound familiar?
Quality questions prompt quality answers. And with quality answers we can determine the next actionable steps to improve.
Here is a simple Self-assessment Card adapted from the legendary Xerox sales forces of the 60’s and 70’s:
Overall
- How do you think that call went?
- Did you achieve your key objective for the call?
- If not, what got in the way?
- Has the next step been confirmed?
- If not, what got in the way?
What Went Well
- What do you think you did well?
- What about that was so effective?
What Needed Improvement
- Where did you run into trouble?
- What answer did you not have?
- What question did you not ask?
- What caught you off guard?
Even 3 of these questions (1 from each category) asked after every (even just 1) sales interaction every day will accelerate awareness, improvement and Results.
Which 3 of these questions can you implement today?
-FundingStrategist
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