My stone Fabio: thanks for the citation and one quick clarification. While I do so 80 at 80 (i.e., 80% at 80% of quota) is good, please don't forget the important point that, in enterprise at least, that needs to be on an annual basis. I think too many folks do these X@Y% rules without stating whether that monthly, quarterly, or annual. And the bar gets much higher the shorter the time period.
I always talk about the three T's of sales; Territory, Timing and Talent. A salesperson needs all three to be successful. If you have the right Territory and Timing you can be a lucky sales person and close a deal, even without the Talent. These are the reps that over discount or even over commit the product so the customer churns rapidly. But if you have all three a salesperson will be repeatedly successful and generate profitable customers.
My stone Fabio: thanks for the citation and one quick clarification. While I do so 80 at 80 (i.e., 80% at 80% of quota) is good, please don't forget the important point that, in enterprise at least, that needs to be on an annual basis. I think too many folks do these X@Y% rules without stating whether that monthly, quarterly, or annual. And the bar gets much higher the shorter the time period.
Good call out! I am always thinking in enterprise terms and annual comp plans so sometimes leave out that important point.
I always talk about the three T's of sales; Territory, Timing and Talent. A salesperson needs all three to be successful. If you have the right Territory and Timing you can be a lucky sales person and close a deal, even without the Talent. These are the reps that over discount or even over commit the product so the customer churns rapidly. But if you have all three a salesperson will be repeatedly successful and generate profitable customers.
I like that! Thanks for sharing