Quota Atta...

Question

Quota Attainment appears to be declining each year - now only ~35% of the team at or above quota (couple years ago was 55%) ... what has to change to turn this around?

Former Employee · Accepted Answer

Market is oversaturated, new business is less and less. You are forced to upsell existing customers and with Comcast Business's reputation, most of the customers would prefer to leave the ISP than get anything else added on.  The other aspect is poor Leadership and micromanaging people to death.  The company's revenue goal per rep is high and needs to be adjusted to reflect a more realistic number.  The only way to survive with that company is to move up and out of any sales position as fast as possible.  Leadership will also take and steal sales from other reps to hand them to other people on their team.

Current Employee · Answer

It’s a combination of poor training when it comes to sales and prospecting, and hiring people without the right experience. ComCast is a large company with deep pockets so they have the resources to do anything they want, they need to become more agile like a tech or Software Company.

Former Employee · Answer

Leadership…. Size of sales force is too large.

Former Employee · Answer

The sales team is too spread out to effectively manage the rising quota and targeted products. The senior teams have higher and higher goals in both revenue, EDI, BVE, and mobile lines. Either the leadership needs to step back on the pressure of the product metrics to allow reps to focus on revenue attainment, or they need to reduce revenue goals. Both problems would be solved with a dedicated mobile team, which would also signal to investors the company's dedication to the mobile phones market.

Current Employee · Answer

Compensation needs to go up to attract better talent. The quotas are fairly structured.

Current Employee · Answer

Quota has gone up and changes each month. The focus on mobile has increased as has the mobile threshold. The company needs to focus on acquiring new business and upselling existing customers. They need to create a dedicated mobile sales team.

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Comcast Business

RepVue Score

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Comcast Business

77.85

Anonymous Q&A

Quota Attainment appears to be declining each year - now only ~35% of the team at or above quota (couple years ago was 55%) ... what has to change to turn this around?