Sales Fungus, identified as a disease state in March of 2019[i], affects salespeople and sales managers. It hampers sales performance (quota failure), leading to job losses and hundreds of millions of dollars in lost sales opportunities.
It seldom has anything to do with what's possible, how marketing can help, a sales or marketing plan or whether they should hire new sales reps to bring in the increased volume. It's pure wishful thinking based on nothing more than they want it to happen.
The consequences are devastating.
This is a calculator to determine the number of sales leads (inquiries) needed to obtain a sales quota.
It appears on the Sales Lead Management Association website under Resources, Lead Cal/ROI or use the link below.
CEO Has Solution for Inaccurate Sales Forecast
With a shrug she said, “I do what we did last year. We have a marketing plan,” she continued. “We review last year's spend and and make adjustments, usually on a budget the CFO gives us.”
Why it’s Important
"Sales Performance is tied to sales lead performance, which is tied to your marketing budget. Period."
Clint Eastwood said it best in the movie, Sudden Impact, “It’s just a question of results. Everyone wants results, but nobody wants to do what it takes to get it done!”