Partners in Excellence

APRIL 12, 2023

We’ve adopted “clever prospecting techniques” leveraging volumes of emails, back to back calls from different numbers, local presence, social outreach. Sellers have, blindly, applied “manufacturing” technique to managing their selling process. Percent of sellers reaching quota continues to plummet.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

MAY 23, 2024

And just like consumer products, mass marketing techniques were used to make customers aware of products. Since lean/agile techniques were so successful in the product development, they were extended to the GTM strategies. And assembly line process started to emerge. And as SaaS exploded, new dynamics started emerging.

Assembly Line 77

Assembly Line GTM Minimum Viable Product Non-Profits 77

Partners in Excellence

JUNE 12, 2023

So much of what our focus in “modern selling,” seems to be the adaptation of Lean Manufacturing techniques into selling. We’ve created “assembly lines” with specialized functions, passing our customers from one station to the next. We need to think about what it means to achieve our quotas.

Manufacturing 71

Manufacturing Assembly Line Technique Quota 71

Highspot

OCTOBER 16, 2024

In fact, leaders reported that 91% failed to hit sales quota expectations this year. Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Having 3-4x your quota in the pipeline suggests ample opportunity to meet targets.

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Closing Objectives and Key Results Quota Sales 92

Partners in Excellence

JUNE 30, 2023

Yet we insist on using the same old models, techniques, and approaches. Whether it’s specialization in how we move our customers through the “sales assembly line.” We see YoY declines in performance and quota attainment. ” The world has changed!

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Assembly Line High impact Quota Technique 62

SalesLoft

AUGUST 2, 2018

It could be an image of tiny robots completing sales tasks along an assembly line, or a computer spewing out countless emails day and night. The technique only saved seconds, but it meant more time to focus on selling. If it helps you achieve quota faster, then that’s more time for a vacation in Q4.

Assembly Line 52

Assembly Line Sales Appointment Up-sell 52