Your sales team knows its revenue target. But could every salesperson explain the weekly behaviors required to achieve it?
In this episode of The Sales Reality Check, Heather Gipson and Jenifer Robb explore how sales leaders can reverse-engineer revenue goals into measurable activities and use conversion ratios to identify coaching opportunities.
They discuss the difference between activity and effectiveness, why blanket prospecting quotas often miss the real problem, and how managers can build accountability around behaviors rather than waiting for missed revenue targets.
Listen in and consider one question: Does your team have a revenue goal, or a plan for producing it?
