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.
Failure to make the first month of a new year (whether that’s January or your fiscal year starting month) means the first quarter is at high risk. Fail to make Q1 and Q2 is at a greater risk. Fail to make the half and you may as well start looking for a job because you’re on track to lose the year.
Making the January forecast gives you a better-than-even chance for making the Q1 forecast because momentum is in your favor. No, January isn’t the time to rest, have a national sales meeting, or take a long-deserved vacation. It’s the time to make your numbers and have some chance of making the year.
With momentum from a successful Q1 in your favor, Q2 becomes easier and doubly as important before the summer slump takes hold.
Why it Matters
“January isn’t the time to rest, have a national sales meeting, or take a long-deserved vacation. It’s the time to make your numbers and have some chance of making the year. “
Starting at 9am Pacific: Partick Morriessy welcomes John Kresia, VP Marketing at Hortonworks to talk about innovation and owning your category. Darryl Praill joins Rhoan Morgan on Revenue Rebels to cover the 4 steps to accelerating company growth. On Sales Enablement Radio, host, Ralph Grimse and his guest, Chris Day discuss crushing yoru quota using situational awareness. Matt Heinz topic is:Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount. John Asher's guest is Brian Beveridge - Aligning Sales and Marketing Strategy and Execution to Optimize Growth. Amy Franko launched her book 10/30 - The Modern Seller. It opened to the Number 1 spot on Amazon for new books in the business category. She and Susan Finch cover what it means to be a Modern Seller on Rooted in Revenue.
Guest: John Kreisa, VP Marketing at Hortonworks @marked_man
Topic: Going from Technology Innovation to Owning a Category
Live Nov 1 from Dublin, Ireland and San Jose, CA: How do you go from innovative new technology to building and owning a category? That’s the question will dig into with John Kreisa, VP Marketing at Hortonworks – one of the fastest growing tech companies in history. We’re going to talk about the ins and out, challenges and difficulties of creating and scaling a category
Guest: Darryl Praill, VP Marketing, VanillaSoft @ohpinion8ed @vanillasoft
Topic: 4 Steps to Accelerating Company Growth
Revenue Rebels spotlights rule-breaking marketing and sales leaders who are accelerating business growth with a fanatically customer-centric approach and this month we’re featuring Darryl Praill, Chief Marketing Officer at VanillaSoft.
Since joining the VanillaSoft team a year ago, Darryl has transformed the sales and marketing process and increased lead flow by launching an inbound marketing strategy and an aggressive digital marketing program supported by a strong sales and marketing stack. If you’re a marketing leader ready to elevate your company, tune in to this episode to hear Darryl’s 4-step approach to accomplish this and more.
Guest: Chris Day @christopherlday
Topic: Crushing Your Quota Using Situational Awareness
Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. His team is crushing it, check it out!
Guest: Jeb Blout @SalesGravy
Topic: Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount
Guest: Brian Beveridge
Topic: Aligning Sales and Marketing Strategy and Execution to Optimize Growth
One of the most difficult and enduring challenges business leaders face is misalignment of sales and marketing. And Brian Beveridge knows how to fix this. Even if you have winning talent and winning solutions, if you can’t get your sales and marketing strategy and execution working seamlessly you’re missing out on money. While these challenges vary some between Enterprise and SMB markets, there are key steps business leaders can take to make substantial impact toward revenue growth. With decades of experience in this arena, Brian has key recommendations for how you can have immediate results to boost sales and crush your competition. Tune in to “Asher Sales Sense” November 1 at 3PM Eastern on asherstrategiesradio.com to hear John Asher talk with Brian Beveridge of Beveridge Consulting about “Aligning Sales and Marketing Strategy and Execution to Optimize Growth.
Guest: Amy Franko, Author, Speaker
Topic: The Modern Seller and Why You Need to Become One.
Today's guest is Amy Franko, author of The Modern Seller. (available on Kindle or hardcopy). Some of the points we cover in this interview include big points taken directly from her book.
Companies entering their fourth quarter in a sales crisis mode can solve revenue and profit shortfalls by mining sales inquiries generated in the previous 12 months. If there is no database of these prospects, the company gets what it deserves.
Fortunately, most companies have a list of inquirers and leads, regardless of their qualification level. And most companies can sort their lead list into a group worth calling.
First Decision: whom to call?
The first sign of unrealistic quotas occurs when top salespeople who made past quotas struggle. Within a few months, these reps’ quota performance starts to dip below 70%, and heads south. When questioned, the salespeople say the quotas are too high, among other things, but management dismisses this as typical sales grunt grumbling.