Selling Together #2: You Might Need to Rethink Your Sales Quota Says McKinsey

Happy Wednesday!

I really appreciate that you're here for the second episode of Selling Together!

In 5 minutes MAX you’ll get:

→ CEO & Founder of PartnerTap, Cassandra Gholston on the value partnerships bring to sales reps

→ 2 questions you should ask before trying to get your sales team on board with cosell

→ A quick musing on sales incentives

Sales is about consistency

"Sales is all about consistency. The reps that consistently, year-over-year had great years…hands-down, every single one of them worked with partners."
- Cassandra Gholston, CEO PartnerTap

Before you try to get your sales teams on board with cosell

  1. Is your culture partner-friendly?
    If your culture isn't partner-friendly, you can't expect to introduce partnerships and get results. Traditional sales was focused on keeping deals and it was often a single-player game. The sales that will emerge because of ecosystems will require sales teams to unlearn and relearn how to get, keep, and nurture deals. Is your sales team ready for that?
  2. Is your leadership bought in?
    Do you have the buy-in, resources, support, and vision to succeed? If your leadership isn't bought in, then you'll constantly be fighting an uphill battle. Choose your battles carefully and arm yourself with the tools, information, and people who will help you succeed.

Watch the full episode

Or, if you'd rather listen, here are some links!

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Micro Musings

At the end of 2022 two-thirds of sellers didn’t hit their quota. Pair that with a recent report from McKinsey, and we get a huge question around B2B SaaS Sales incentives.

Traditionally, incentives were pretty clear. You’d have a monthly target and get paid. If you went over the target you’d get paid more. Simple.

But what happens when over two-thirds of an industry doesn’t hit quota?

In the report, McKinsey highlighted a leading technology company that now pays no variable compensation to its b2b sales force. Instead, it has introduced a long-term compensation model where the top-performing talent gets ranked higher, promoted earlier, and receives more stock. This is just one example of how companies are rethinking sales incentives.

Looking into the future, I think it’s going to become increasingly important that seller incentives are aligned with long-term account relationships and better customer outcomes.

What do you think? Share your thoughts on LinkedIn!

Until next time!

-Jessie Shipman

P.S. If your sales friends are struggling to hit quota on their own, share this newsletter and the podcast!

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