Getting referral business should be top priority.
Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Is your team asking for referrals? Are you getting customer referrals? Or are you sticking with your current prospecting strategy—“personalized” marketing and social media blasts? (Newsflash: That’s all just tech speak for “cold calling.”)
Account execs are overwhelmed with conflicting messaging, technology overload, and lack of resources. Teams are working all hours and skipping vacation, and they lack sufficient sleep.
Oh, and they’re not making quota—not even close.
Trouble Making Quota? Ask for Referrals
According to CSO Insights, “Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent (2018) World-Class Sales Practices Study. While this is concerning in its own right, even more concerning is that this is the fifth straight year