Scorecard Sales: B2B Sales Training Experts Serving South-Central Pennsylvania Small and mid-sized B2B firms across Berks County are facing the same fundamental disadvantage their larger Mid-Atlantic competitors have spent the past decade exploiting: a measurement gap. The bigger company can show its salespeople where they stand against quota in real time, can identify which activities...
Category: Sales Process Improvement
67% of B2B Sales Reps Missing Quota: How York PA Companies Are Solving This Crisis
Scorecard Sales: Making the World a Better Place Through Sales The B2B sales quota crisis has reached unprecedented levels. Recent Salesforce research reveals that 67 percent of sales representatives failed to meet quota by year’s end, representing a dramatic decline from 2012, when roughly half of reps hit their targets. At Scorecard Sales, based in...
How Pennsylvania’s Top-Performing Sales Teams Use Coaching to Outpace Competition
Sales teams across Pennsylvania face intensifying competition in construction, insurance, and manufacturing sectors where product differentiation narrows and buyers become increasingly sophisticated. Top-performing organizations separate themselves not through superior products or lower prices, but through systematic sales coaching that elevates individual capabilities beyond what competitors’ teams can match. These high-performing teams treat coaching as a...
The Leaky Sales Pipeline: Why You’re Losing Deals and How to Stop It
As a salesperson, have you ever stopped to look back at the past 6 or 12 months of your opportunities? It can be rewarding to relive the great deals you closed and the hard work it took to achieve them. But what about the ones that got away? At Scorecard Sales, we help professionals master...
Am I a Pushy Salesman? 5 Behaviors That Kill Deals (+ 30-Day Fix)
No one likes a pushy salesman. Pushy salesmen don’t even like other pushy salespeople. In fact, pushy salesmen are the reason other people don’t like salespeople in general. Despite these truths, many sales professionals engage in deal-killing behaviors without realizing it—pushing until the sale will bend, break, and bust, setting a bad example for the...