Adam KayRevenue executive, experienced in scaling early stage startups, fundraising and hiring and developing world-class teams

Low Quota Attainment Due To A Skill Driven Gap?

Name: Low Quota Attainment Due To A Skill Driven Gap?
Uploaded: 2023-10-07T18:30:35+00:00
Duration: 46 s
Channel: Adam Kay
Description: Short conversation (likely from a video) diagnosing low quota attainment in 2023 as primarily a skill-driven gap: sellers lack the specific capabilities…

7 Oct 2023 · 1 min

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0:46

Short conversation (likely from a video) diagnosing low quota attainment in 2023 as primarily a skill-driven gap: sellers lack the specific capabilities required to sell in a tougher economic climate (e.g., writing compelling business cases, engaging CFOs). The speakers argue these skills were not required in 2021 and that selling now demands building multiple internal champions and new approaches.

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Why do you think we're seeing such low quota attainment at the moment? You basically kind of have the perspective that it's largely a skill driven gap that basically now has been forming, right?
Yeah. A good example is all right, we're in 2023. Economic climate's tough and the skills you need to sell through a tough economic climate are writing compelling business cases. Reps didn't have to do that in 2021. Accessing the CFO and selling to CFOs. Not only did reps not have to do that in 2021, reps have almost never had to do that. This is like a skill building a league of champions. Not just one champion, but a league of champions. Let alone what does it mean to even have a champion? What does a champion even mean? But how do you do it? The skills that are demanded to sell through this economy are completely different than it was just a little bit ago.