Weekly Sales Meeting #5
You need to pivot NOW if you want to hit target.
Welcome back Animals,
We’re now past the 1/3rd mark of the Q, time to assess how we are doing so far and what actions need to be taken to get to our targets.
We asked on Twitter how everyone is tracking, and the response is exactly what is expected.
If you look at how many reps are hitting the target as an average across all SaaS companies, you’ll find that the skew is even worse, leaning towards missing targets. This is because individual rep’s quotas are designed to be high, leaving breathing room for their VPs to hit their own target even if most or sometimes even all reps miss (there are a lot of reasons for this, if you want a post breaking down how SaaS Sales team targets are set from CRO down, let us know).
That being acknowledged, WE ARE NOT average reps, and we’re not going to miss our targets.
In sales everything we do has a delayed effect. The actions you take now will on average take 0.5 - 1x your average sales cycle to show.
This means if your average sales cycle is 30 days, if you wasted time 30 days ago, you’re suddenly going to find yourself with a dry pipeline almost out of nowhere, even though 30 days ago you had more then enough to reach your quota. If you are behind right now, you need to start putting in the effort now, even if you feel like it’s not getting you anything. because this is the last chance you have to make a meaningful impact this Q - it’ll be <30 days left by the time your current efforts take effect.
It’s also important to note that if you’re on or ahead of target, you suffer from the same law of sales; if you slack off now, you’ll find yourself in hot water.
The simple answer is at 1/3 through the Q it is time to double down in the effort. NOW, not closing day is the most important time to make an impact on your quota.
Drop your questions in the comments on substack, and I’ll feature them in next week’s issue. Feel free to DM me on Twitter @BowTiedDingo or email me at dingo@bowtieddingo.com if you prefer to ask in private!
Dominating Sales with BowTiedDingo is a reader-supported publication. To receive new posts and support my work, consider becoming a free or paid subscriber.
News:
No news this week. We’re focused on releasing something very important soon, so this is a short one.
We’ll release more info on what shortly.
Post:
Thread of the week:
Tweets:
That’s all for this week.
Keep killing it Animals.
-Dingo
Banner first month for me. No appointments set for February yet but I’m. I’m going to be fucking relentless.
Still in the onboarding phase of my SDR role. Have a few mock qualification calls to study for? What’s the best way to practice for qualification/ discovery calls?
I feel a lot of the work is in being in the moment and responding to clients pain, looking for best way to practice that though