Why are so many sales management organizations struggling right now?

It’s not because of the economy…

It’s not because of lazy salespeople (we’ll always have those)…

It’s not because you’re getting squeezed on price because everyone is looking for the lowest price…

It’s because most sales organizations are still using the old and tired way of measuring a salesperson’s effectiveness: sales quotas.

The Sales Management Myth of the Sales Quota

Nearly 100% of all sales management organizations assign sales quotas.

However, less than 10% of all sales organizations assign Continue reading →