It’s Getting Lonely at Quota Club


Sales people and their managers should be celebrating the economic gains of the last few years but for many of them the gains may be illusory. Sixty-three percent of sales reps made quota in 2012, but five years later — despite an improving economy — that number dropped to 53 percent, according to CSO Insights’ continuing research, which stretches over more than two decades. A variety of factors account for the drop. For one, “Buyers are getting better at buying faster than sellers are getting better at selling,” the report notes.

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