Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Here’s how to generate more leads and blow your numbers out of the water.
Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study, the same number as the previous year.
Salespeople really have their work cut out for them this year. The survey, which gleaned data from more than 1,200 firms worldwide, shows that revenue targets are 16.4 percent higher than last year, with plans for 12.2-percent growth in sales organizations—even while the number of people who actually meet their sales quotas has remained flat.
Almost half (48.9 %) of respondents said that enhancing lead generation is their top initiative. The report states: “When there is a sufficient quantity of leads, sales can find enough opportunities to reach the targeted goal. However, a flood of poorly targeted/qualified leads means more chaff to sort through to get to the real opportunities.”
So how do you ensure that your sales pipeline is full of the quality leads that will help you make your numbers this year? By tapping into the power of your referral network.
Check out the latest No More Cold Calling blogs for more on the most effective lead-generation strategy:
Just Say No
There;’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking. Why would you spend your valuable sales time talking to people who say no when there’s a proven way to get a yes? Click here to read more.
Why Cost Per Lead is Irrelevant
Generating qualified leads is the job of sales. When a qualified lead becomes a qualified opportunity, we’re really ahead of the sales game. And when our sales and marketing teams work together effectively, that’s an unbeatable combination. In this guest blog, marketing guru Matt Heinz shares three sales metrics that will keep your pipeline full of qualified leads. Click here to read more.
Earn the Right to Ask
Referral selling is the most personal selling you can do. Referrals are based on trust, which means you must earn the right to ask. This is why your existing clients are your best possible source of referrals, because with them, you’ve definitely earned that right. Click here to read more.
Welcome to the Major Leagues!
Baseball season is in full swing here in the United States, a sure sign that spring has officially spring. Spring is also a great time to up your game and make the pitches that get your sales prospects on base. Here’s how to boost your batting average with a targeted referral strategy, and win the sales game this season. Click here to read more.
Would You Bet Your House on Your Sales Savvy?
Barry Trailer, managing partner of CSO Insights, makes the following bet with salespeople: “I’ll bet you my house that right now you’ve got good people working hard to get business you don’t want.” So far, Barry has been able to keep his house. Would you be willing to bet your home that your company is not trying to attract poorly-qualified prospects? Click here to read more.
Are you on track to meet your quota this year? If so, what’s your most effective lead-generation strategy? And how have referrals helped you generate more qualified leads?