After firing some 10% of it’s overall staff, Deepinder Goyal, Co-founder CEO of Zomato blamed his Sales Team for not meeting revenue expectations. Here is the full text of the email, that appeared first on Business Insider:
Let me paint the real picture for you. We have grown tremendously over the past few months, and our sales team has more than quadrupled in 2015. The hard reality of this growth is that our revenue hasn’t kept up with the growth in our sales team.
Back in June 2013, the sales team in Delhi made enough money to pay for the salaries of the entire India team. Nowadays, any city in any country paying for salaries of that country is a distant reality.
The fact of the matter is that our sales team is not firing on all cylinders. The average number of meetings per day for our sales teams vary from a pathetic 1.0 to 3.5 in the best teams — it should be anywhere between 5-6 meetings a day. The number of closures we get nowadays per person is significantly smaller than what we used to do in 2013. I could go on and on. Most of the issues of the sales team revolve around motivation and training.
The sales team is not responsible for just increasing the revenue numbers for Zomato. This revenue means much more than numbers on an Excel sheet. It is responsible for much more than that. The sales team brings in the money which we use to keep the organization running (paying the bills, paying people’s salaries.) If the sales team stops performing at its best, the whole premise of Zomato fails.
We are far behind the numbers that we promised our investors for this financial year (year ending March 2016) — our investors have said that so far, we have always delivered what we have promised. We are close to not living up to that for the first time in the last 5 years. So we really need the sales team to achieve peak performance, and it needs to happen right now.
This performance cannot be driven by one single person/team. It has to be a group effort where every single sales person strives to do her/his best; learns what’s needed on their own, and then kills it every single day. The mindset of our best sales people is that they cannot walk out of a meeting without a deal, and that they do not take no for an answer. We just need to double our revenue in the next two months. I really believe that if we put in our best, we can do a lot more than that.
I also understand that there are a lot of motivation issues with our sales team. I have attempted below to answer some of the most frequent concerns of our people. Not all questions will apply to everyone, but I hope this provides you with the perspective and kick required to do a bloody good job from now onwards.
I hope I am making sense. If I am missing the point on any of the concerns below, please email me back — I would love to hear more. If anything else is keeping you from performing at full potential, please let me know. Sales is the #1 priority for the entire organization right now.