SaaS B2B Sales & Marketing Resources

Why Do Sales Reps/BDMs Fail To Hit Their Sales Quota

If you fail to hit sales quota, you’re in good company. But that’s not where you want to be.

So, for a change, this post is not about creating “more pipeline”.

It’s all about the process behind the scenes that makes consistent selling a reality.

When I look back 10 years the one book that made a real impression on me was the Michael Port book called ‘Book Yourself Solid’.

This was the very first book that I read on the purpose of building a sales process based on a routine of habit. It really gave me clarity around the fact that great salespeople have a strategy that’s incredibly simple around things that they do every day.

The more simple the strategy, the more likely it is to be engaged with on a regular basis.

Sales processes need to be built on a routine of habits. Great salespeople create simple strategies around:

+ networking
+ prospecting
+ nurturing
+ referral
+ social selling
+ personal brand

You need to think about different tactics. Far too many salespeople typically think in a linear process.

For example, the focus is usually on the middle to end funnel activity. What this fails to address
is many other important aspects of the sales process. You’ll always fail to hit sales quota with this type of linear thinking. 

So, the reason you’re failing to hit sales quota is quite simple.

You’re not doing these seven things.