Five Barriers that Block Sales Reps from Hitting Quota
5 BARRIERS that BLOCK SALES REPS
from HITTING QUOTA
Orange County Chapter
May 8, 2014
Sales career began in 1994; Built 1st Inside Sales team in 2000; ~50 direct reports since
Individual contributor at UPS, Citysearch.com, Compliance 360
Leader at Vertical Networks, Elsevier, InsideView, Achievers
Today, overseeing 11 reps at Achievers in San Francisco; scaling in US & Europe
VP, AA-ISP Silicon Valley since 2011, Top 25 Inside Sales Professionals (2014)
Specialties: #motivation #playbooks #sla #saas #prospecting #branding #millennials #b2b
Born and raised in the Bay Area (Niners! Giants! Warriors!)
Communication degree from St. Mary’s College of California
Married 18 years
Father of 3 boys
Drummer for 40 years (founded Segue 20 years ago)
Inconsistent Blogger (ralphbarsi.com)
Board Member, Gable Heart Beats Foundation
ALLOW MYSELF TO INTRODUCE…MYSELF
THE 5 BARRIERS*
LACK of FOCUS
FAILURE to IMPROVE
*They’re all self-imposed.
HOW MANY REPS MISS QUOTA?
Source: The Bridge Group, Matt Bertuzzi
WHY ARE THEY MISSING QUOTA?
Source: Inside Sales Experts (LinkedIn Group)
The state of being unknown, inconspicuous, or unimportant.
HELP PROSPECTS LEARN ABOUT YOU
Hint: It’s not just
a LinkedIn or Twitter
The goal is not to achieve social
media greatness, but rather to
achieve your goals by being great
at social media.
TAKE OWNERSHIP of YOUR DAY
TAKE OWNERSHIP of YOUR DAY
List Your Top 3 PROJECTS
5 big things I must do to move this project forward
PEOPLE I need to reach out to today
No matter what
PEOPLE I’m waiting on
People you need something from, to move forward
DO these before getting trapped in your inbox
You can’t win if you don’t keep score.
Measure daily, weekly, and quarterly progress: as an individual & as a team
@rbarsiNIMS = New Initial Meetings, OPPS = Sales Opportunities
Don’t just stand there, do nothing!
You can’t take a fishing boat out and just
EXPECT fish to jump in the boat.
Photo: Anton Sulsky
PUT TARGETED PROSPECTS IN DRAWERS
Tier 1 = The Top 25 prospective accounts;
the cream of the crop (Top drawer)
Tier 2 = The 75-100 next best prospective
accounts (2nd, 3rd drawer)
Ideal Customer Profile
Tier 1 & 2 accounts must match
the ideal customer profile
Tier 1 & 2 accounts require
3-5 key contacts each
CALENDAR YOUR PROSPECTING
Consider a “bookends” approach to each week;
• Mondays & Fridays are admin days
• Tuesdays-Wednesdays-Thursdays are blocked for sacred prospecting
@rbarsiContributing Source: VorsightBP
Sources: Speak2Leads, Velocify @rbarsi
ESTABLISH A FOLLOW-UP CADENCE
HIT THE PHONES!
@rbarsiSource: The Bridge Group, Matt Bertuzzi
OPEN-ENDED, CONVERSATIONAL QUESTIONS
Stop Asking Yes / No Questions!
Source: Barry Rhein, Selling Through Curiosity
How does this / that compare to what you’re ideally looking for?
How does this / that compare to your ideal situation?
Tell me about...
What do you mean...
Why is that...
What does that mean to you...
How would you…
Give me some examples...
I don’t understand...
What other things...
What additional items...
What are some other reasons...
In what other ways...
HAVE THE SAME CONVERSATION
To establish flow
#5. FAILURE to IMPROVE
Think training is hard? Try losing.