Last week, PGi kicked off next year’s webinar series‚ “Strategies for Sales Success in 2012.” Gerhard Gschwandtner, Selling Power and Ryan Kubacki, Holden International discussed Ryan’s transformational sales performance methodology based on 28,000 seller surveys and 50,000 competitive deals.

The bottom line is salespeople still struggle to make quota. While sales quotas have risen nearly 33% over the last four years, 25% fewer reps meet their numbers. In fact, only 50% of reps make quota. (Source: The Bridge Group)

This isn’t good for companies, and it sure isn’t good for reps. So what can we do differently in 2012 to get the results we need and want.

Here are the key points, Spark Notes-style: Read the rest of this entry »