Today, Andy Paul digs into improving sales win rates.

Andy joins our host Colin Mitchell to discuss the alarming trend of low win rates in sales

teams and the need for a shift in mindset.

It's time sellers win more often than they lose.

Colin, take it away.

But then part of the problem is, you know, it's sort of become acceptable for teams to

have a low win rate or to have a very small percentage, which I would consider a small

percentage of quota attainment across teams.

Yeah.

What has?

I mean, you look at it not to pick on SaaS, but I mean, there's a perfect example of that.

But it's, you know, there was research done for some authors who wrote a book called

Strikingly Different Selling, the Franklin Covey Organization commissioned this third

party go out and do research about win rates and they interviewed 4,000 or 5,000 companies

like I know which one, around the world, multiple industry segments, B2B, and average

win rates were 17%.

And yeah, it's SaaS.

We see the arrange right in the teens to 20s, sometimes in the low 30s.

Yeah, people just sort of accepted this fact that we're just like a win a very high fraction

of our opportunities.

And it's mind boggling to me because then I had this conversation with my friend Dave

Brock, who I believe you know, and, you know, in our careers, when we were growing sales

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