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September 19, 2019

57% of Sales Reps are Expected to Miss Quota this Year

By: Stef Caldwell

Reactions to Salesforce’s “State of Sales”

I don’t know about you, but I’m a sucker for a great whitepaper that promises to make me a modern expert in a particular domain. I was trolling through Instagram on my lunch break a few weeks back and got a timely ad from Salesforce on the “State of Sales 2019.” You better believe I clicked all the way through, downloaded it, printed it, read it, marked it up, and shared insights with my colleagues and customers.

As a customer success manager (CSM) for Lexio, the first-of-its-kind data storytelling product for go-to-market (GTM) teams that want to get rid of spreadsheets and dashboards for good and better understand their company’s performance in less than10 minutes per day. I had to ask myself, what kind of CSM would I be if I held out on my customers, preventing them from benefiting from the takeaways from some of the greatest sales thinkers in the industry? 

To be clear, at 58 pages long, the whitepaper was more like a small book. As I read through the entire thing, I was certain to pull out the most interesting and relevant insights for my dear customers. Now, since I haven’t had a tenured career in sales and therefore missed the 2018 and 2017 sales reports, I am not sure just how shocking this information will be to the rest of you, but for me, I was freaking floored.

57 percent of sales reps are expected to MISS quota this year, and data-driven sales teams outperform non-data-driven sales teams by a ton. In fact, reps who are expected to perform at or above quota are 1.6 times more likely to be data-driven. Yet, only 33 percent of sales leaders are leveraging data analysis as their primary means of running their sales playbook.

Look folks, the numbers don’t lie. There is an epidemic in the market: we’re not closing deals, we’re missing our quotas, and—despite literal quantitative evidence (more data) that backs up the fact that we should be using more data—67 percent of us are screwing around with another means of qualifying and closing business that does not primarily leverage a data-driven playbook.

Meet Lexio: A data storytelling tool that can instantly make your sellers data-driven by providing real-time insights in plain-English stories that can be read at your desk or on the go. In under 10 minutes a day, you can completely shift your selling mentality and start executing a data-driven sales playbook.

Why is this? Well, apparently, getting a complete GTM view (marketing, sales, customer success) of your customer journey is virtually impossible right now, and it is the most needed and one of the most on-trend topics in salesbreak the data silos across your departments to deliver exceptional customer experiences! Those that do have tools that break silos are 2.1 times more likely to hit or exceed quota, yet less than 50 percent of sales teams are supporting their reps with these types of silo-busting tools.

Meet Lexio: A data storytelling tool that shatters data silos by connecting your marketing, sales, and customer success data all under one roof and in a way that anyone can read and understand.

These insights may not have been so earth-shattering to you, but this last one might be. When Salesforce asked sales leaders what to do about these challenges, they agreed artificial intelligence (AI) was going to be massively impactful. So impactful they reported their intention is to grow AI adoption by 155 percent by 2020. 

Meet Lexio: A data storytelling tool powered by AI that connects the dots in your data that you may otherwise miss and tells you what you need to know in real-time, so you can spend more time selling and less time wondering what you can do better to hit your numbers.

I’m telling you: Lexio is the solution these teams need. If you are a sales, marketing, customer success, or RevOps leader, I dare to say, it is the solution you need. 

Lexio is an AI-powered, data storytelling tool that demolishes the silos across your GTM teams and will double your sales team’s performance this year! I’m not just saying this to say it to blow smoke. I’m saying it because I am seeing it unfold on our team. I am saying it because we are seeing the impact it has on our customers.

Put your data to work

As your future CSM, I am guaranteeing I will do everything I can to make your team successful and see results. We have a free trial, so it’s super low risk. Your only risk is delaying the decision and letting your competitors improve their performance before you do.

Your salespeople aren’t analysts, and we need to stop expecting them to be. Your salespeople have an extremely high emotional IQ, and they are total badasses running the sales playbooks. The data they need should melt into the background and be something they can leverage. All they need is 10 minutes a day to know what they need to do to hit their numbers.

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