Navigating Sales Team Efficiency in the New Normal

The chapter explores the impact of efficiency on sales teams in the current market climate, discussing topics like quota adjustments, right-sizing quota capacity, and the stagnation of quota attainment. It delves into the dynamics of sales team roles, the importance of accuracy in data collection, and the challenges faced by companies in the tech sales industry. The conversation also analyzes reputational scores, hiring challenges, and the need to balance supply and demand within sales teams for optimal performance.