The Old Fashioned Ride a Long

<p>If you believe the research, only 55% of salespeople make quota.<br /> That means 45% of sales people don't make their quota, and the reason is we're flying blind.</p> <p><span style="text-decoration: underline;"><strong>Podcast Transcript</strong></span></p> <p>If you believe the research, only 55% of salespeople make quota.<br /> That means 45% of sales people don't make their quota, and the reason is we're flying blind.</p> <p>For years sales organizations have had to use quantitative metrics to determine if a sales person was effective. We've measured the number of calls, the number of touches, meetings set, closing percentages, average deal size, emails sent, conversion rates, quota attainment and more, to ascertain a salesperson effectiveness.</p> <p>Metrics represent the science of sales.<br /> They are the quantitative element of selling. Make more calls, sell more stuff. Improve your close rates, close more deals. Set more meetings, get closer to quota. The formula has almost always been quantitative, we've relied on the science, but it hasn't been enough, clearly.<br /> Over the years, we continue to put quantitative metrics under the<br /> microscope, we've looked to get more and more data to help us sell more and get more out of our sales team. The problem is, quantitative data only goes so far. Like the old adage says, sales is a science and an art, and until now it's been almost impossible to address the art piece.<br /> The art in sales happens in the conversations. It's how we engage with prospects and buyers. The art comes in how we respond to objections. The art is the tone we use. The art is our unscripted responses to unexpected insights and customer responses. The art is the part of sales we’ve had trouble seeing-- until now.<br /> Back in the day, there was something called the ride-along.<br /> The ride-along was when a sales manager would drive with his or her salesperson for the day. The sales manager would spend the day on the road going from appointment to appointment with the rep, l