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New Year’s resolutions are hard.

Every year, we convince ourselves that this will be the year we eat healthier, work out more, and get more sleep. Unfortunately, many of us fail to prepare adequately for these lifestyle changes, and wind up losing steam before we’ve made a dent in January.

We all wish we could be more diligent about our resolutions. But the truth is, falling short on personal goals doesn’t really impact anybody but us. New Year’s resolutions are easy to break precisely because they’re so low-stakes.

Not so for sales goals. Sales organizations usually complete their planning processes prior to each new fiscal year. However, according to the infographic from Anaplan below, 54% of companies don’t communicate quota plans or define territories for their reps until two weeks to a month after the start of the year.

In addition, it shouldn’t come as a surprise that many reps negotiate their quota plans, leading to a whopping 50% of reps who have a productivity gap of two months or more. And reps who aren’t happy with their plans may very well seek other places of employment.

Proper planning will keep your sales force happier and selling more -- and save you potential replacement costs and lost productivity down the line.

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Originally published May 11, 2015 7:00:00 AM, updated February 01 2017

Topics:

Territory Management