A Sales Guy

AUGUST 28, 2017

You wouldn’t make quota unless you made the calls and set up the meetings. I created field after field to better manage the sale and improve my chance of closing the deal and letting nothing slip through the cracks. The more robust the current state is documented, the higher the probability of close. It was 90% of the job.

CRM 125

CRM Sell Cold Call E-commerce 125

Openview

FEBRUARY 5, 2018

If you expect them to stay late at the end of the quarter to catch up on quotas, you’d better stay with them. They’ll be intrinsically motivated to meet your expectations. If you’re really a top-notch salesperson deserving that leadership position, prove it and close some deals. Ongoing Education. Extrinsic Motivation.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

A Sales Guy

FEBRUARY 6, 2017

If you’re serious about getting to the close, if you’re serious about being a trusted advisor, if you’re serious about making quota, there is nothing more important in your CRM than the reason why the prospect is looking to buy. Why do they need to be more efficient, and how do you define “more efficient?”

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

Sales Hacker

OCTOBER 26, 2021

If you missed episode #183, check it out here : Dear Sales Team, Set Your Own Quotas, with Tom Glason. What are their intrinsic motivators? Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder. What You’ll Learn. ” I asked him why.

Process 111

Process Drivers/motivators Intrinsic Territory 111

SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Allow 70% of associates to meet or exceed quota. OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment.

Quota 52

Quota Intrinsic Commission Sales 52

Sales Hacker

APRIL 12, 2018

The data shows that much of the reason VP’s are kicking the can so quickly is due to the fact that salespeople are failing to meet quotas at a higher rate these days. A VP with a track record of coaching salespeople that are close to their targets but never quite hit them. Let’s talk about Gong’s findings for a second.

Intrinsic 70

Intrinsic Quota Sales Up-sell 70

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . Here are the key takeaways and highlights from that episode. Hiring for Character. Listen now at gong.io/podcasts.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Outreach

FEBRUARY 11, 2022

For example, instead of only congratulating Kim privately on closing that colossal deal that took months, highlight her achievement on the weekly team call. Host team dinners — If a rep closes a particularly complex or essential deal, treat them and anyone who assisted to a celebratory dinner. It’s natural for reps to want to compete.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. So most of our reps weren’t hitting their quota.

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

Cerebral Selling

OCTOBER 30, 2022

But customers, wary of our motivations and intentions, keep those insights closely guarded. You might be stressed because you find yourself woefully behind on your quota attainment. Not money, a new car, or crushing your quota and making it to the President’s Club. It felt like it didn’t matter. I got my future back.

Quota 233

Quota Sales Intrinsic Negotiate 233

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Set inspirational SMART goals and spark intrinsic motivation in their sales reps to achieve those goals.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Sales Hacker

FEBRUARY 18, 2025

Founders who were selling and then hiring AEs after they closed, you know, anywhere from 50, 000 to 200, 000 in ARR. And you really should have alignment among the founding team, and certainly engineering, and product, and marketing, too, about what those are, before you tell the salespeople, go close more of these. Yeah, absolutely.

GTM 95

GTM Quota Drivers/motivators Sales 95

Salesforce

SEPTEMBER 25, 2024

For example, a sales development rep (SDR) may earn incentives for surpassing their booked meetings goal for the month, while an account executive may earn incentives for closing more sales than their monthly quota. Presales incentives: Most sales require multiple steps before a deal is closed.

Commission 97

Commission Drivers/motivators Territory Sales 97