If some or all of your salespeople are missing quota, you aren’t alone. Many miss quota, but you don’t have to accept it. It might help to look deeper into the underlying causes. While the symptoms you witness are lack of prospecting, sense of urgency, or closing, it is frequently their sales mindset or a combination of poor selling competencies AND mindset that prevents them from sales success.
Take a look at some interesting stats derived from about 650,000 salespeople. These might help you identify the underlying causes preventing quota attainment on your team.