SaaStr

JANUARY 25, 2021

Ready to turbocharge and increase your SaaS sales in 2021? In general, smaller companies, the channel partners, have their ear to the ground at strategic accounts and will know who is on a budget cut, budget freeze, their corporate objectives for 2021, and how a company offering will map to it.

Cross-sell 96

Cross-sell GTM Sales Territory 96

Sales Hacker

JUNE 16, 2021

Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. Your new reps’ ramp time is too long before they reach full quota attainment. Quota attainment. Their system helps revenue teams collaborate virtually to improve ramp time, quota attainment, and sales velocity.

GTM 122

GTM Contract Quota CRM 122

Sales Hacker

JANUARY 21, 2021

According to LinkedIn data , salespeople who use social media in their sales prospecting are 51% more likely to achieve their quota and they outsell non-social sellers by 78%. The post How to Get the Most Out of LinkedIn Sales Navigator in 2021 appeared first on Sales Hacker. LinkedIn Sales Navigator Review , Raj L.

Territory 122

Territory Networking Sales Contact 122

SaaStr

SEPTEMBER 9, 2022

But the math got tougher as we moved to $400k-$600k quotas, and it got tougher again as OTE expectations went up. So things got a bit broken with SaaS sales exec comp in the run-up up until 2020 … and then it got really broken in the crazy times of late 2020 and 2021. Close a million, make $200k. Close two million, make $400k.

Commission 138

Commission Quota Sales Closing 138

Understanding the Sales Force

MAY 10, 2023

Failure to hit quotas. The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines - sharply. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Order cancellations.

Quota 140

Quota Closing Sales 140

SaaStr

SEPTEMBER 29, 2023

Especially in venture-backed startups with high growth expectations. “Unicorn” sounded like a rite of passage in 2021. And in 2021, all everyone seemed to want was higher and higher OTEs, often fueled by bigger and bigger venture rounds. But 2021 was about The Ever Higher OTE. But 2021 was about The Ever Higher OTE.

Quota 124

Quota Pipeline Up-sell Growth 124

Sales Hacker

MARCH 22, 2021

It’s a tried and true method for motivating and incentivizing your sales reps, but there are a lot of question marks surrounding it as we progress through 2021. As we enter 2021, communication is key for successful sales motivation. As a sales leader, how are you supposed to motivate your teams without President’s Club ?

Drivers/motivators 74

Drivers/motivators Quota Sales Up-sell 74

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. And how many hit quota? While different data sources report different numbers, the companies themselves in the Keybanc Sapphire data report 80% hitting quota attainment. In any event, that’s good median data. 40% attainment?

Sell 133

Sell Quota Commission Contract 133

Heinz Marketing

OCTOBER 14, 2021

2021 Sales Enablement Insights. Sales teams with highly defined key performance metrics have higher success reaching sales quotas. Companies with dedicated sales enablement programs are more likely to meet their sales quotas. Click here to access the full research report.

Quota 128

Quota Sales B2B Meeting 128

SaaStr

OCTOBER 11, 2022

And this is where things got a bit corrupted in late 2020 and 2021. With about 10% of your quota in base salary, and 10% in bonus, that would yield a 5x ratio of comp:bookings. But then in 2020 and 2021, things just broke. So we’re seeing it in higher quotas, and lower attainment for sales. What do I mean?

Closing 113

Closing Customers Quota Commission 113

SalesHandy

JULY 30, 2021

Once you complete daily sending quota, for the next 24 hours your email will be paused. You won’t be able to send an email from your G Suite account. However, during this time you can receive and schedule emails.

Campaign 122

Campaign Promote Follow-up Prospecting 122

Veloxy

DECEMBER 28, 2021

While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Buying lists is so 2021. This was a few years before the Salesforce study that found salespeople spend most of their time not-selling and missing quota.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

SaaStr

MAY 8, 2024

Sales is much harder than in 2021. 2021 made no sense in terms of budgeting. The average public company today has over $300k of revenue per employee; in 2021, it was just over $100k. In 2021, many sales folks were marginally efficient. The most destructive thing across startups today is too low quota attainment.

Quota 108

Quota Price GTM Finance 108

SaaStr

OCTOBER 5, 2021

— Robby Allen (@_RobbyAllen) February 23, 2021. But if they can’t, they don’t just miss quota. As it turns out, all of these are within your control [link]. What we haven’t done yet is put it all together in a simple, quantitative spreadsheet. For the same amount of effort (and often, even less total time).

Closing 145

Closing Quota Pitch Gaming 145

SaaStr

NOVEMBER 10, 2022

Sales teams hired way, way ahead to hit huge plans, and in many cases, ended up with a tough combo of lower quota attainment and higher comp structures. And all of this will surface a ton of inefficiency that grew up in tech and SaaS and Cloud in 2021 and early 2022. Marketing teams bloated in size to achieve the same goals.

Price 128

Price Quota Growth Sales 128

SaaStr

JULY 2, 2024

Compare that to the high in the manic zero interest rate environment of 2021 at 25.1 That number may be a function of lower quotas and resetting expectations, but the sentiment in private markets is more exciting and encouraging about the ability to sell software. Since the back half of 2021, this number has ticked higher and higher.

Non-Profits 120

Non-Profits Finance Growth Up-sell 120

SaaStr

MAY 23, 2023

Corners were cut in the boom times of 2021, but we are back to sane sales models. 82% of SaaS Startups Use Sales Accelerators, Mainly Based on Exceeding Base Quota. The typical 10% base commission rate accelerates up to 20% for the highest performers, once quota is hit. #9. My top take-aways: #1. Probably not a surprise.

Commission 120

Commission Closing SQL Quota 120

SaaStr

MARCH 20, 2024

For folks in SaaS, what got confusing in 2021 is that growth blew up so much in SaaS that the venture bar got lower. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. We can not hire more salespeople, increase quotas, and make more money. That’s the question you should ask yourself.

Quota 120

Quota Finance Drivers/motivators Growth 120

Highspot

FEBRUARY 4, 2021

Let’s take a look at the top challenges sales leaders will face in 2021 and how to overcome them. Scaling Success in 2021. By focusing your attention on these key areas, you can effectively scale your enablement program – and overcome any challenge 2021. Communicate Impact. Embrace Agile.

Cross-sell 59

Cross-sell Strategize Quota Pitch 59

SaaStr

SEPTEMBER 9, 2021

As they were scaling, Rene put the accounting channel on quotas to grow the number of Bill.com customers at each accounting firm. #4. — Jason BeKind Lemkin (@jasonlk) September 7, 2021. But there 2 channels are very different. Banks are a longer-term play, and a bit of a whale hunt. There are 6m SMBs that buy SaaS software.

Niche 25

Niche Quota Networking Up-sell 25

Hubspot

NOVEMBER 18, 2020

According to LinkedIn , 60% of sales leaders anticipate their team won’t be able to hit quota by year end. The top data insights sales leaders use for decision-making are forecasting data, rep productivity data, and team performance to quota. In 2021, 68% of sales leaders plan to implement a hybrid or fully remote sales model.

Profit margin 99

Profit margin Quota B2B Commission 99

Outreach

NOVEMBER 23, 2020

Despite the disruptions of COVID-19 — from shifting priorities to missed quotas to major organizational changes — the optimists among us know it’s not all bad. Sales in 2021 will look totally different for revenue teams. Here’s a look at two significant changes every sales professional can anticipate this year.

Quota 52

Quota Sales 52

SaaStr

FEBRUARY 16, 2021

— Jason BeKind Lemkin (@jasonlk) February 16, 2021. Impossible quotas. You want at least half, ideally 60%-70% of your reps, hitting quota. But you have to make sure good, well-trained reps can hit quota and be paid fairly. Have an actions quota, too. Forced to talk to an SDR first. A lot more. This works.

Quota 111

Quota Commission Sales Contract 111

Xant

APRIL 15, 2021

SD Teams Under Sales More Likely to Hit Quotas. Our data also shows that when SDRs report to sales, they are more likely to hit their quota. more likely to hit their quota than those that reported to marketing—62.5% of SDRs who reported to sales hit their quotas, as opposed to only 47.3% In 2020, these teams were 15.2%

Quota 110

Quota Sales Pipeline Technology 110

SaaStr

DECEMBER 1, 2021

. — Sam Blond (@samdblond) January 3, 2021. Great for sales reps looking to hit their quota. There are some real mysteries in SaaS. Even now that I understand them, I still see them as a bit of a mystery. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later?

Intrinsic 134

Intrinsic Pitch Contract Quota 134

SaaStr

JUNE 22, 2023

Startups not even hitting 40% quota attainmen t (more common these days, and brutal indeed). Startups seemed like No Risk, All Return in 2021. So my LinkedIn feed is full of sales execs complaining how unfair startups are: VPs get fired seemingly without cause (it’s never that simple, though. It was a Unicorn-a-Day back then.

Contract 113

Contract Quota Growth Meeting 113

Partners in Excellence

OCTOBER 21, 2022

In 2021, there were about 25,000 SaaS companies in the world, collectively generating about $272 B in revenues. ” We had concepts like ARR (my first quota was $27M net ARR increase…but we didn’t call it ARR.) I had to recover that and still achieve my quota. One wonders, “Is that all there is?”

Cross-sell 103

Cross-sell Quota Sales Up-sell 103

SaaStr

FEBRUARY 27, 2024

And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? In 2023 alone, Sapphire saw AE sales quota attainment drop in H2 to 60% from 90% in H2 2021. Under this GTM combo, assume an 85% quota attainment. Why has this decline happened? Let’s find out.

Go To Market 109

Go To Market GTM Non-Profits Quota 109

SaaStr

NOVEMBER 28, 2022

Even if that’s all board meetings were for 2021 and into early 2022. Help everyone see the context. “Yes, it was a tough quarter on sales, but Linda and Jill hit 120% of quota. Then, expect a tougher board meeting than you’d like. Just expect it. It won’t all be back-slapping, Zoom waves, and high-fives.

Meeting 117

Meeting Quota Growth Presentation 117

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Every minute that goes by off-target is $8.30 unbooked, unearned, and unrealized.” Let’s get into it.

GTM 125

GTM Quota Contact Construction 125

SaaStr

JULY 14, 2023

But i f your growth is still pretty good and you’re bootstrapped, you weren’t cool in 2021. Raising VC seemed free in 2021, and it isn’t now. Lemkin shared a story about how a friend’s daughter went to Docusign right out of college in 2021, closed three deals on her first day, and thought she was brilliant at sales.

Drivers/motivators 98

Drivers/motivators Quota Service Closing 98

Gong.io

MAY 3, 2021

2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. Quick quiz: What’s the difference between hitting quota and coming up short? 1440 : Johannes Gutenberg invents the mechanized printing press. But why does this matter? Commit, but not close.

Pipeline 118

Pipeline Drivers/motivators CRM Sales 118

Highspot

NOVEMBER 2, 2022

In fact, according to Gartner, “Sales enablement grew several percentage points faster than the sales segment average, demonstrating continued enhanced interest in solutions that can increase the effectiveness of sellers” (Gartner®, Market Share Analysis: CRM Sales Software, Worldwide, 2021, 2022)*. Resources: Highspot Careers.

Growth 98

Growth Product Customers Healthcare 98

Salesmate

FEBRUARY 23, 2021

Best practices: Follow-up closely – To crush your sales quota, you need to follow-up without any hesitation. Analyze the trends, connect with the customers and crush your sales quota! The post 6 Questions realtors ask when choosing a CRM (Best Practices for 2021) appeared first on Salesmate.

Real Estate 66

Real Estate CRM Pipeline Cold Call 66

SaaStr

NOVEMBER 3, 2023

Jonathan saw them through IPO in 2021 with the highest software multiple IPO ever. Inside reps have the same quotas and expectations. You scale the inputs, not the outcomes, so folks solely focused on outcomes (quotas) don’t create value. Toast is a vertical software embedded payments solution for restaurants in the U.S.

Growth 106

Growth Territory Referrals Customers 106

SaaStr

AUGUST 13, 2024

Folks are sensitive, and sales folks don’t want to be told they have to hit quotas, and founders are more prickly about advice. If you’re in an impacted category and your growth slowed from 100% in 2021 to 30% today, that’s tough, but you better find out how your bigger competitor is doing. They won’t sugarcoat it.

Growth 122

Growth Quota Niche Finance 122

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. After all, the reps have quotas to hit and there’s currently too much commentary of AI being aspirational as opposed to practical. Of course, we can’t rightly blame anyone.

Sales 223

Sales Non-Profits CRM Pipeline 223