Sales Strategy & Enablement by Revenue.io

1125: Should I Even Try to Hit Quota? with Ralph Barsi

Feb 14, 2023

47:58

Creator website

Episode guests

Ralph Barsi

Highlights

AI Chapters

Episode notes

Every Shot Must Have a Purpose

02:30

The Mac Daddy of All Sales Metrics

02:33

How to Increase Your Win Rate

01:35

The Science of Attachment and How to Connect With Your Buyers

02:36

Introduction

3min

Sales Enablement Podcast - Ralph Barcy

2min

The Secrets of Japanese Precision Managing Daily Crisis the Japanese Way

2min

The Jolt Effect and Ichibun

2min

What You've Written Fear Fourth Book This Year

2min

Every Shot Must Have a Purpose

2min

The Science of Attachment and How to Connect With Your Buyers

3min

I've Just Started I'm Just According to a Kindle on Less Than 5% the Way in Okay So Yeah Yeah Yeah Yeah Yeah Yeah Yeah Yeah I Don't Want to Give Up Physical Books

2min

How Have Readers Been Consuming Your Most Recent Book?

2min

10.

Is Quota Still a Problem?

5min

11.

Is There a Win-Win in Sales?

3min

12.

The First 90 Days

3min

13.

Are You Connected With Your Buyers?

2min

14.

Is There a Relationship With Someone Else?

2min

15.

SaaS Software Sales

3min

16.

How to Increase Your Win Rate

2min

17.

The Mac Daddy of All Sales Metrics

3min

18.

Is Your Compensation a Disincentive to Change?

3min

19.

Is There a Danger in Micromanaging of the Individual Contributors?

3min

20.

Your Ebb - Your Car Seat Ralph Barsey

2min

21.

Sales Enablement With Andy Paul

5min

Ralph Barsi is the Vice President of Global Inside Sales at tray.io. Is there a reason to keep using quotas if so few sellers actually manage to meet or exceed them? And should you even raise quotas if this is the case?

Ralph talks about the possible cases, both positive and negative when managers are given bonuses depending on the performance of their team. He also shares his insights on the connection between onboarding and these issues with quota attainment for individual sellers.

HIGHLIGHT QUOTES

The notion of a thinking box and decision box - Ralph: "Thinking stops. You've stepped over the threshold, you're now in the decision box and I just know that translates to so many things in life where I know I'm guilty of overthinking, overengineering, and overcomplicating decisions rather than just stepping figuratively in my decision box and executing."

Is it advantageous to know about bonuses as a sales manager - Ralph: "One of my number one concerns is the micro-managing of the individual contributors. Because I'm responsible now for every single head versus cohort so now I'm going to be skip-leveling all the time, which is very healthy in many respects. But, there's a lot of leaders out there who'll press on and get in your way and it's not always healthy."

Connect with Ralph in the links below:

LinkedIn: https://www.linkedin.com/in/ralphbarsi/

Website: https://www.ralphbarsi.com/

Give their band a listen: https://www.ralphbarsi.com/segue/