Selichimorpha

Growth Executive

Quality over Quantity?

I would rather have 10 great calls over 40 okay ones.

My company puts a lot of emphasis on metrics like activity (calls made, demos conducted, etc), rather than on straight up sales. Sales is a numbers game and I recognize that more calls means a higher likelihood to hit, but at what point do we put too much emphasis on volume?

I've seen reps get promoted over someone with more $$ sold just because their activity was "better". What are your thoughts?

Quality or Quantity?

Attached poll

Quality Quantity

*Voting in this poll no longer yields commission.

👑 Sales Strategy

📈 Closing

📣 Demos

10 comments

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CuriousFox

WR Officer

🦊

I think if the wrong things are the main focus then nobody wins.

Quality with realistic metrics.

Tres_Comas

Politicker

Account Executive

I'm curious who would possibly say quantity in this situation?

Selichimorpha

Celebrated Contributor

Growth Executive

That's how my organization does it, the people that get promoted quickest are the ones that "book the most calls" not the ones with the highest sales. It's toxic and demoralizing for those of us that hit quota consistently.

Tres_Comas

Politicker

Account Executive

Unfortunately, that's a dead end road but I've seen it too many times.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I think volume has its purpose, but only in the beginning of the pipeline growth process. After skilling up and understanding how to qualify or research more effectively is when the quality kicks in.

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Arsonist

Account Executive

You have to find a balance that works well for you. Everyone is different, and no activity output strategy is going to be the same as someone else when it comes to the success your having. Figure out what works for you in terms of the quantity, then start to add in quality as you progress.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Yeah, volume matters to a degree but quality is way more important. You don't want somebody who makes zero cold calls but if somebody does a ton of research and actually builds a territory but only makes a handful of calls a day, that person is probably way more valuable than smile and dial.

Also, those are all metrics people can and do game. For example, if one switchboard operator always sends you to voicemail, somebody can call that company over and over again just to ramp up dials.

IzzyWinning

Tycoon

Enterprise Account Executive

Quality for sure but it's also important to note that this impacts different roles in different ways. SDRs, for example, are going to, by nature, be required to hit higher quantity targets. This doesn't mean that quality should go away altogether, but it is significantly more challenging to do high quality at scale. This is why you have AEs AND SDRs in a high-functioning org.

wHaTyAgOtCoOkInG

Catalyst

Solution Consultant

hmmm, in terms of hours in the day and an ideal world, always quality, but ill take quantity on the off chance i find something decent myself

beerisforclosers

Politicker

Account Manager

It's unfortunate companies still feel the need to measure metrics. I always get told my pipeline is "low" but then my close rate is double the average because I don't waste time putting in and updating notes for fluff. Quality all the way with an understanding some metrics need to be in place (especially with WTH) to weed out the slackers.

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If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

Selichimorpha

Quality over Quantity?

Quality or Quantity?

10 comments

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