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

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/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes and stay on top of to-dos | Scratchpad.com Blueboard | World’s leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.