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

Why We Are Seeing Low Quota Attainment

Name: Why We Are Seeing Low Quota Attainment
Uploaded: 2023-10-06T18:41:50+00:00
Duration: 56 s
Channel: Adam Kay
Description: A short excerpt from a YouTube video (by Adam Kay, uploaded Oct 6, 2023) discussing why quota attainment among sales reps is low. The speakers cite that…

6 Oct 2023 · 1 min

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A short excerpt from a YouTube video (by Adam Kay, uploaded Oct 6, 2023) discussing why quota attainment among sales reps is low. The speakers cite that only 36% of people are attaining quota and argue this results from both a difficult economic climate for selling tech and a rapid historical shift from a low-effort "order-taking" sales era to one that requires different, more advanced selling skills.

Questions this video answers

36%

October 6, 2023

Chapters

There's a lot of challenges out there for the sales team at the moment. 36%. That's the amount of people who can attain quota. Why do you think we're seeing such low quota attainment at the moment?
The obvious one, if you sell to tech, you're probably struggling to sell through a difficult economic climate. But there's also a backdrop to it that makes it even more difficult, which is we abruptly transitioned from the go go days of B2B tech where you didn't have to sell, you just took orders, you just had to get in front of somebody who had a wallet and you could close deals. And so it didn't take much in terms of skill or sales acumen. And then the economy, it shifted in 180 degree turnabout almost overnight. Reps were left with a skill set that left them ill equipped to be able to really sell at all. But particularly through a tough economic climate where the mix of skills that are demanded to close deals are completely different than what was demanded 18 months ago or 24 months ago.