Does This Sales Quota Stat Shock (And Inspire) You?

If you had to guess, how many sales reps don’t meet their monthly quota? The answer may surprise you. According to SalesFuel’s Voice of the Sales Rep study, 60% say that on average, they miss quota each month.

This reveals that reps are struggling. And additional findings show that they’re aware. 30% of sellers report that it’s getting harder to meet corporate expectations. Slightly more (32%) say it’s getting harder to generate new business. 

The study also examined the activities and habits of top- and low-​performing reps. Its findings shed light on what top performers do that likely push their sales over quota. By embracing these practices, reps can boost their own performance and achieve goals.

What can sellers do to ensure they meet quota?

One of the biggest differences in sales activity between high and low performers was how they prepared for sales calls.  When it comes to hitting quota, preparation isn’t optional – it’s essential. The study reveals a clear pattern: top-​performing sales reps don’t just show up to calls but also arrive armed with knowledge.

Research and prep set the stage

Nearly 47% review the company website before a call, compared to just 38% of reps who fall short of quota. They also check recent news and developments in the prospect’s industry (47% vs. 34%), ensuring they understand the market forces shaping their client’s world.

Predictable Revenue’s Collin Stewart agrees. He notes that sellers should be taking advantage of all of the information available online. And, he adds, most of it is easily found and free to access.

In addition to the valuable insights, showing up with knowledge can impress buyers.

“This will help you to establish trust by showing that you’ve taken the time to do the research and that you take this interaction seriously.”

Additionally, over half of top reps review their CRM notes and past activities before a call. This is notably more than only 36% of low performers. Why does this have an impact? It allows reps to pick up where previous engagements left off, giving them the ability to drive the direction of the latest call or meeting.

"Having a client’s buying history and trends helps you to analyze customer behavior and preferences," AdMall's Tim Londergan adds.

Additionally, it can help them formulate questions, another vital aspect of sales. The survey found that the biggest gap in pre-​call prep lies in crafting discovery questions. Nearly 38% of top performers prepare questions based on their research, versus just 23% of low achievers.

By turning insights into conversation starters, top reps steer calls toward meaningful discussions rather than surface-​level pitches.

What weaknesses are holding sellers back?

The study revealed that among those not achieving quota, there were common weaknesses, which likely impact performance.

Compared with high performers, low-​quota reps are more likely to say they struggle with:

• Identifying buyer needs (26% vs. 19%)
• Providing value/​insight (23% vs. 16%)
• Customer retention (29% vs. 20%)

Clearly, reps who find it hard to uncover real problems or deliver meaningful insight naturally have a tougher time moving deals – and winning over prospects.

Take initiative to learn and grow

The Voice of the Sales Rep study also found that proactive efforts regarding learning and professional growth matter. Continued learning isn’t optional for high performers but rather a habit.

Over 34% of top achievers took courses or training this past year, compared to just 24% of low performers. They also attend more in-​person trade shows and industry conferences (27% vs. 16%). This likely not only got them learning from knowledgeable experts but also helped expand their networks.

To join those high performers who consistently hit quota, be proactive. Take on extra learning when opportunities arise. And embrace the best practices revealed in the survey. You’ll establish a solid foundation of knowledge and prepare yourself to guide every prospect past the finish line.

For even more tips on meeting quota, even during a tough economy, check out these suggestions.

Photo by Razvan Chisu on Unsplash