Today’s case covers a common issue with a new sales hire’s ability to meet their quota consistently in a complex B2B sales environment. A lack of confidence often leads to new reps pursuing many smaller deals.
Sales coaching can be a critical multiplier for sales performance. Some would argue that it’s the main driver to increase sales effectiveness. Yet, too few seem to be doing it well.
Today’s case is a bit of a puzzle to solve. Here we have a situation where an underperforming salesperson’s activities - call volume and scheduled meetings - are equal to (or even better than) his better-performing peers. And yet, his win rate is low.