Mark Osborne explains why assigning winnable accounts to reps, rather than overloading them, is critical for retention and hitting sales targets. Proper account planning and quota math keep your best people and actually help you reach your numbers.
100 accounts, but that's not a key to success. And winners want to play a winnable game. And so you could have, you know, 10 of the greatest salespeople, but if you set 5 of them up to fail, they're going to walk out the door and take with them your chance of hitting quota. Whereas if you just took the time to do some of that account planning and that quota math, there's a lot more opportunity for success, not only for them but for the company to hit their objectives.
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