Is this the REAL Reason for Increasing ‘Pipeline Under-Performance?’

There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. I am saying 50% because it’s ‘about right’ and besides what’s a percentage here and there between friends, readers or even salespeople and sales leaders – you know what they say about statistics! Well, the truth is – one percentage point amortised over a sales team, a community or an economy for just one day matters.
So what can we do about it?
Well, we can do a few things:
We can dangle another carrot or crack another stick.
We can use command and control and send a 30 day letter
We can sit and listen to the excuses and then resume BAU
We can throw more resources at the problem and hope it fixes itself
We can increase the targets and squeeze some more from our people and worry about the ramifications on those same people after we