Sales Hacker
FEBRUARY 1, 2022
The second aspect of the predictive revenue model is the sales assembly line or seller specialization or sales handoffs , primarily the AE/CSM split. Those two aspects, prospecting/SDRs and the sales assembly line are the two key aspects that I challenge. Get rid of quotas and get rid of commissions.
Partners in Excellence
MAY 15, 2017
Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Much of the way sales quotas and goals are set is wrong. But is the answer throwing these out?
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Partners in Excellence
APRIL 12, 2023
Customers and sellers have become widgets moving along the sales manufacturing line, losing the humanity, failing to build trust and confidence the buyers crave. But buyers don’t need to participate in that assembly line, they are learning through other channels, so our assembly lines are underutilized.
Partners in Excellence
MAY 23, 2024
And assembly line process started to emerge. Each worker on the assembly line had did their job, then passed the customer to the next workstation on the assembly line, until a PO was spit out at the end of the process. The jobs for each person on the assembly line were well segmented and well defined.
Partners in Excellence
MARCH 23, 2022
” Second, the script focuses on what we want to talk about, and the things we need to move the customer to the next station on our sales assembly line. Can You Make Your Annual Quota In 80 Days? .” It turns out “one size rarely fits all.” Again, people may say, “We ask people about their needs!”
Partners in Excellence
OCTOBER 13, 2021
Or, if we aren’t meeting our goals, targets, quotas. Likewise customers are widgets in our sales assembly line. Or we wouldn’t accept average deal values that are significantly lower than our peers, or sales cycles that are significantly longer. We would work to change the results and outcomes to match what we want.
Partners in Excellence
JUNE 12, 2023
We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. But no other manufacturing would be done on that line, since it would only be creating scrap or waste. We need to think about what it means to achieve our quotas.
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