4 Stats That Tell Your Sales Team is in Trouble, even if you’re making quota!
For too long, hitting quota has been seen as the ultimate indicator of a healthy sales team—but what if that’s a false signal? Keenan dives into the four critical warning signs that your sales organization is in trouble, even if you’re exceeding your number.
Key topics include:
Win Rates Below 25% – The Hidden $400M Problem
If your team closes less than 1 in 4 deals, you’re bleeding revenue. Keenan reveals why low win rates are the most overlooked metric in sales and how they expose deeper issues with qualification, discovery, and positioning.
Sales Cycles That Drag Too Long – When Time Kills Deals
A long sales cycle doesn’t mean a complex deal—it means something is broken. Learn how stalled deals correlate with lost revenue and what benchmarks your team should aim for.
Shrinking or Flat Average Deal Size – The Real Reason Your Team Discounts
There’s no such thing as an “upsell”—there’s only the right sale. If your team is underpricing, failing to position the full solution, or relying on discounts, you’ve got a problem.
Less Than 65% of Your Team Hitting Quota – The Silent Threat to Growth
If only a fraction of your reps are carrying the number, you’re on borrowed time. Keenan explains why a healthy team should have at least 80-85% of reps hitting quota—and how to fix it when they’re not.
Beyond Quota: Why Skills, Not Just Numbers, Determine Success
Sales success isn’t just about outcomes—it’s about the skills that drive them. Keenan lays out how to diagnose a broken team, develop your reps, and maximize the talent you already have.
