Why Sales Quotas Fail and How to Fix Them
Roughly half of sellers miss quota every year, and the industry keeps treating it as a rep problem. Lee Levitt argues it is a management problem, and it has been hiding in plain sight for decades.
In this episode of Value Coffee Talk, sales performance consultant Lee Levitt takes apart the assumptions behind quota setting, pipeline math, and the coaching that never actually happens.
His diagnosis is uncomfortable: most sales organizations hire for activity, measure for activity, then wonder why buyers do not see value. Lee's counter: a structure for turning a seller from a taker into a giver…
The skinny
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