Bravado CEO Sahil Mansuri argues that a severe lack of diversity in sales leadership perpetuates outdated compensation models.
Insight
Mansuri: Reassign your best salespeople to customer success during a downturn
“Take your best salespeople and make them see a sense. There's no point. There's no point in having your best salespeople sell. Well, what's the point? People aren't going to buy anyway. I mean, and if they do, they're going to buy in onesie twosies, not in the…”
Prediction Not checkable as stated
Mansuri: Predicts over 80% of tech companies will miss Q4 2022 goals
“We would predict based on the data that we're seeing that over 80% of companies will miss their Q four goals.”
Assertion Not checkable as stated
Mansuri: 63% of tech sales reps missed their Q3 2022 quotas
“In Q three of this year, 63% of sales reps missed quota. 63%. That's up from 54% in Q two and 46% in Q one.”
Assertion Not checkable as stated
Mansuri: 76% of tech companies missed their Q3 2022 revenue targets
“76% of companies missed their Q three target. 76% of companies missed their Q three target. That's up from 59% in Q two and 51% in Q one.”
Insight
Mansuri: Salespeople act like mercenaries because comp plans incentivize it
“Salespeople get labeled as coin operated and mercenaries and, you know, all these other adages because the way we compensate them, the way we treat them, the way we measure them is in a mercenary sort of way.”
Insight
Mansuri: Companies either grow or die; cutting burn to survive fails
“Companies either grow or they die. There's no middle, right? There's no like, oh, we're gonna cut burn and just try to like survive the winter long enough so that like, that doesn't work, right? Because employees get, get demoralized. Investors lose faith. The…”