The end of Q2 is a scary time in sales. 

Teams should be at 60% of annual quota. 

Most will be around 20%. 

Companies will decide whether to fire AE’s. 

Or to lower their quota. 

Firing only works if you can hire better. 

But the industry attainment is 40% annually. 

So you can’t plan to hire better reps.

That would be dreaming of getting lucky. 

Reality is you can hire what’s in the market. 

The market is AE’s hitting 40% attainment. 

The reason is quotas are usually too high. 

Instead of firing and re-hiring (expensive).

Consider reducing quota (free). 

Invest in developing your current team. 

Aim for improving YoY. 

Slow and steady wins this race. 

Not the roller coaster of hiring and firing.

Finance will say that lowering quota does cost money but they’re wrong because quota means nothing.

What matters is actual revenue created and we can only increase that number YoY by investing in our team and helping them to become better each year.

Which can’t happen if the industry keeps firing and trading salespeople only to attain the same 40% average YoY. 

Aim for having more experienced sellers next year by doubling down on your existing team. 

They deserve it and the industry deserves it.

Happy Selling,