Matt Doyon’s Post

1 in 5 tech sales jobs will be cut in the next 2 years. This graphic from RepVue is telling. It not a blip.  It's the start of a trend. Check out that 1 outlier at the top.  The 10,000+ teams. Those are the publicly traded enterprises with seasoned ops and finance teams getting a jump on the market.  Those sales teams aren't selling more.  They're driving up quota attainment by cutting and consolidating.   Take a sales team of 2,000 quota carrying reps.  Cut the bottom 400.  The remaining 1,600 absorb the leads and pipeline and quota attainment goes up. Wall Street burns you every quarter so the Nasdaq companies move first. Sandhill Road waits to burn you on the next round of funding. What should the 1-10,000 employee companies learn from this. 1.  Ask for data when you hire any new reps.  Past performance, qualitative reviews, training and practice stats.  You won't be able to afford bad hires.     2.  Invest in enablement.  Smaller teams, with tooled with the resources to perform.     3.  Invest in rev ops.  Data on inputs to performance will be key.  Where does each rep need to improve on each phase of their process to influence revenue. Sales has always been a numbers game.  Now the numbers are trending in the direction of efficiency, measured performance and reps who prove their value. 1 in 5 tech sales jobs will be cut in the next 2 years.  And they won't return for at least a decade. It's gonna be a long winter.  Dress warm. #salesenablement #salestraining #triplesession