If you're missing quota, it's your own fault. It's not the fault of your company, industry, prospects, or your comp plan - it's you. This presentation gives clues for fundamental changes required to hit your number, over and over again.

1. #AccelerateQTC
@rbarsi
Ralph
Barsi
/
April
14,
2016
5
Barriers
that
Block
Salespeople
from
Hi4ng
Quota
#AccelerateQTC

2. #AccelerateQTC
Safe
Harbor
Statement
2
#AccelerateQTC

3. #AccelerateQTC
• Frequent
speaker,
writer,
and
teacher
of
sales
development
and
inside
sales
• Named
by
the
AA-­‐ISP
as
one
of
the
industry’s
most
influenQal
inside
sales
leaders
in
2014
and
2015
• Rock
drummer
and
family
man,
and
lives
with
his
wife
and
three
boys
in
the
San
Francisco
Bay
Area
Ralph
Barsi,
Senior
Director,
Global
Sales
Development,
ServiceNow
“Man stands in his own shadow and
wonders why it’s dark.”
Zen proverb
@rbarsi

4. #AccelerateQTC
@rbarsi
79%
OF
SAAS
SALES
REPS
MISS
QUOTA
14%
NEVER
EVEN
ACHIEVE
10%
OF
QUOTA
QUOTA
HAS
RISEN
33%
IN
THE
LAST
4
YEARS
REPS
HITTING
QUOTA
HAS
FALLEN
25%
Sources:
SaaS
Benchmark
Report,
Xactly
(2014);
Inside
Sales
Metrics
&
Comp
Report,
The
Bridge
Group
(2015)
FACTS
ABOUT
SALES
QUOTAS
4

5. #AccelerateQTC
@rbarsi
#1
OBSCURITY
#2
LACK
OF
FOCUS
#3
INACTIVITY
#4
NO
CONVERSATION
FLOW
#5
FAILURE
TO
KEEP
IMPROVING
*They’re
all
self-­‐imposed
5
THE
5
BARRIERS*

6. #AccelerateQTC
@rbarsi
The
state
of
being
unknown,
inconspicuous,
or
unimportant
6
#1
OBSCURITY

7. #AccelerateQTC
@rbarsi
Help
people
learn
about
you
• OpQmize
your
social
media
profiles
• Share
on
LinkedIn,
SlideShare,
Twijer,
Instagram,
YouTube
Use
social
media
as
another
way
to
reach
your
goals
• Recognize
your
customers,
prospects,
and
team
• Use
hashtags
and
tags
to
expand
your
reach
• Stay
in
the
stream
Hustle
unPl
you
no
longer
have
to
introduce
yourself
• Contribute
more
value
than
you
consume
• Teach
others
what
you’ve
learned
• Earn
a
reputaQon
of
service
for
others,
for
your
customers
and
industry
HOW
TO
OVERCOME
OBSCURITY
7

8. #AccelerateQTC
@rbarsi
#2
LACK
OF
FOCUS
8
If
you
chase
two
rabbits,
they
will
both
escape.

9. #AccelerateQTC
@rbarsi
Actually
write
down
your
goals
• Consider
the
outcomes
you
want
• Make
them
measureable,
keep
them
visible,
be
accountable
Own
your
day
(or
it
will
own
you)
• Work
on
no
more
than
3
wildly
important
projects
at
a
Qme
• Reach
people
you
must
speak
to,
as
well
as
people
you
must
hear
from
• Do
what
must
be
done
today,
no
majer
what
–
work
the
prioriQes
Measure
your
progress
–
daily,
weekly,
quarterly
(think
“x
to
y
by
when”)
• Know
where
the
#’s
need
to
be
by
when,
then
work
backwards
• Pin
notes
to
your
monitor,
schedule
alerts
in
your
calendar
• Build
an
individual
dashboard
in
your
CRM
–
stay
in
your
own
lane
HOW
TO
FOCUS
9

10. #AccelerateQTC
@rbarsi
#3
INACTIVITY
10
Don’t
just
do
something,
stand
there!

11. #AccelerateQTC
@rbarsi
Make
outbound
prospecPng
an
acPvity,
like
fishing
• Don’t
expect
prospects
to
just
appear
–
work
hard
to
ajract
them
to
you
• OpQmize
all
your
tools
&
resources
(CRM,
sales
intel,
dialers,
auto-­‐emails,
etc.)
Calendar
your
prospecPng
&
daily
work
• Use
the
“bookends
approach”
to
your
weeks
–
every
minute
counts
• Mondays
&
Fridays
=
admin
days,
internal
meeQngs;
Tues-­‐Thurs
=
phones!
Pick
up
the
damn
phone
• ConversaQons
=
relaQonships
=
pipeline
=
sales
=
referrals
• What
you
put
into
your
work
is
exactly
what
you’ll
get
out
of
it
Every
disappointment
in
your
life
is
a
result
of
not
taking
enough
acPon
• Business
leader,
Grant
Cardone,
said
that…
HOW
TO
BECOME
ACTIVE
11

12. #AccelerateQTC
@rbarsi
#4
NO
CONVERSATION
FLOW
12
The
Police
With
one
breath,
with
one
flow,
you
will
know
synchronicity

13. #AccelerateQTC
@rbarsi
Make
the
conversaPon
about
them
• I
challenge
you
to
not
menQon
your
company’s
product
in
that
first
call
• Leverage
sales
intelligence
to
know
when
it’s
Qme
to
engage
Consider
every
detail
of
your
messaging
• From
email
subject
lines
to
voicemails
to
emails
to
in-­‐person,
know
your
rap
• Keep
your
wriQngs
brief,
concise,
and
acQonable
Have
the
same
conversaPon
over
and
over,
to
build
momentum
• Talk
to
the
same
Qtles,
areas
in
the
territory,
&
verQcals
at
one
Qme
Ask
open-­‐ended
quesPons
• Is
this
a
good
Qme
to
talk?
“No.”
Now
what?
• Are
you
currently
using
a
product
like
ours?
“Yes.”
Now
what?
HOW
TO
ESTABLISH
FLOW
13

14. #AccelerateQTC
@rbarsi
#5
FAILURE
TO
IMPROVE
14
If
we
did
things
we
are
capable
of,
we
would
astound
ourselves
Thomas
Edison

15. #AccelerateQTC
@rbarsi
AnPcipate
plateaus
• Raise
your
standards.
Change
your
beliefs.
Create
new
strategies.
Sales
leaders:
Surround
yourselves
with
winners
and
serve
their
teams
• Recognize
your
team,
get
to
know
them
personally,
help
them
develop
• Show
your
team
the
many
great
paths
their
careers
can
take
Sales
reps:
Stay
in
the
present
and
master
the
role
you’re
in
right
now
• Embrace
the
grind,
learn
as
if
you
need
to
teach
someone
else
• Work
to
improve
yourself
1%
a
day
• Skills
you
master
today
will
get
used
deep
into
your
career
WAYS
TO
CONTINUOUSLY
IMPROVE
15

16. #AccelerateQTC
@rbarsi
Ralph
Barsi
/
April
14,
2016
THANK
YOU!
#AccelerateQTC