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"IBM designs quotas so that about 80% of the reps succeed. When they do, the company acts as if they have achieved the impossible. They attend the pinnacle event of the year -- the Hundred Percent Club. This three-day "recognition event" rewards reps with banquets, entertainment and paeans from IBM executives. The best are named club officers. Those in the top 10% go to the Golden Circle weekend, an annual event that includes spouses."
IBM did this because they knew that successful reps were happy, and that happy reps sold more.
It only makes sense.
Imagine a world where companies still approached quota setting like this?
Gif by masterpiecepbs on Giphy
I think this just provides more reason to come up with your own definition of success rather than just pinning it all on attainment.
About 28% of AEs are hitting quota.
Breathe, relax, keep it in perspective, and make it more about an income goal and less about an attainment goal. Your nervous system will thank you!
Tactical Sales Tip
There's gold in the graveyard! ⚰️
This has to be one of the quickest ways to book meetings.
If you...
- just started a new role and need to get some convos going
- are a BDR and are a few meetings short of quota
- have nothing to do on a Friday afternoon and feel like being productive...
Try this! 👇
Go into your sales orchestration platform, pull up all of your contacts, then filter out anyone who has never answered a phone call.
What you're left with is a list of contacts who have shown a propensity for answering their phone when it rings. 😜
CALL THEM!
You've got a great chance of actually speaking with a human when you call, and because you're awesome at this, you will have a great shot at getting time on their calendar. 🙌
@dankow.ski There's gold in the graveyard! ⚰️ This has to be one of the quickest ways to book meetings. If you... - just started a new role and need t... See more
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