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TACKLING THE EVER-CHANGING SALES PROCESS

As sentence number one indicates, the companies and salespeople (your competitors) that understand the expanding role of social media in the buying process are the ones who are winning new customers and exceeding sales quotas. In December 2012, Mike Drapeau, the cofounder and managing partner of the Sales Benchmark Index (SBI), predicted that the quota attainment rate, conventionally measured as the percentage of sales reps who make their number, a rate that has traditionally hovered around 60 percent, will go up to 75 percent, permanently.2 He believes th...