Tibor Shanto

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. It relates directly to how goals, targets and quotas are set and hit. Setting sales goals where even a 70% level of achievement would be great. Hear me out.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Iannarino

APRIL 17, 2023

When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve your sales performance and allow you to achieve your sales goals. Some of these mistakes result from novel sales scenarios you have never experienced.

Quota 268

Quota Sales Closing 268

SaaStr

NOVEMBER 25, 2024

Dear SaaStr: How Many Opportunities Should a Sales Rep Handle? You sort of need to back into it based on your opportunity-to-closed deal ratio. And less than 10% just makes sales … start to get even harder. The post Dear SaaStr: How Many Opportunities Should a Sales Rep Handle? appeared first on SaaStr.

Quota 98

Quota Sales Follow-up Closing 98

Veloxy

APRIL 28, 2021

A sales rep is only as good as the time they spend selling. Let Sales AI take care of all non-selling activities so your reps can focus on revenue generation. We already know that AI technology can drive vehicles, but did you also know that it can drive sales? Minor Misconception on Sales AI. What are AI Sales Assistants?

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. The biggest challenge to that outlook is an increase in the sales cycle. That elongated sales cycle created pipeline supply shocks.

Go To Market 133

Go To Market Quota GTM Price 133

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity?

Pipeline 306

Pipeline Non-Profits Sales Quota 306

SaaStr

MAY 4, 2023

But new business is a lot tougher than 12 months ago, let alone 24: Founder CEO Matthew Prince was refreshingly honest about what was happening in sales. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” Expansion sales cycles have lengthened 50%. Helpful to see this quantified.

Quota 129

Quota Closing Pipeline Growth 129

Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants.

Growth 90

Growth Sales Entertainment Quota 90

Sales Gravy

MARCH 13, 2025

Its your messaging thats failing youand blocking you from a sale. As The Sales Gravy Podcast guest Mike Malloy points out, the PASTOR messaging method can solve that disconnect. You tap into your customers pain points and you close. True sales relationships arent forcedits natural and authentic. Translation: No sale.

Quota 64

Quota Pitch Sales Prospecting 64

Veloxy

NOVEMBER 29, 2021

While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Start here: Speed up your selling activities in a few clicks If you’re using another sales acceleration software, most of the principles will still apply.

Sales 290

Sales Quota Up-sell Contact 290

Veloxy

SEPTEMBER 22, 2022

Sales Acceleration is the sales enablement strategy that simplifies and shortens sales cycles. It delivers results by using a mix of sales technology and a value-driven approach to selling. Sales Acceleration Software is being used to consolidate the sales technology stack. Start selling faster, easier.

CRM 262

CRM Quota Sales Pipeline 262

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meeting 66

Meeting Pipeline Quota Sales 66

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! Bookmark Now: Cold Calling - Everything a Sales Person Needs to Know. We help sales teams turn unproductive churning into generative earning.” We help sales teams turn unproductive churning into generative earning. Don’t exaggerate.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? But will they?

Quota 116

Quota Territory Pipeline Sales 116

Tibor Shanto

OCTOBER 19, 2021

Because most salespeople are quota drive, they get distracted by close dates. They forget that there is no getting to closed without the journey. Let’s face it, they have been conditioned by the hundreds of bad sales calls they experienced before us. It is all a question of what you focus on. Getting From Now To Then.

Closing 157

Closing Quota Prospecting Process 157

Understanding the Sales Force

FEBRUARY 1, 2025

If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota. Back to the sales leaders. Pretty amazing, isn’t it? Want some help ?

Drivers/motivators 114

Drivers/motivators Sales Quota Pipeline 114

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. Writing the book has caused me to recognize a critical insight about B2B sales , or more accurately, about B2B buying. No more pushy sales tactics. A Circular Argument.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

SEPTEMBER 23, 2024

It forced reps to close 13% more locations per sales rep. In essence, increasing quotas 13%. At least for now: Sales continues to grow at an epic 29% at $1.5 And quit if you increase quotas? It did what it had to with its sales team. So what did it do? And it shrunk territories -27%. And what happened?

Territory 124

Territory Closing Quota B2B 124

Closing Bigger

FEBRUARY 10, 2025

Sales Leadership Podcast Summary with Mike Curliss, President of Sales at Maximizer, and Shane Gibson Keynote Sales Speaker and CEO of Professional Sales Academy. The debate between sales leadership and sales management has been ongoing for decades. Sales leaders , on the other hand, are visionaries.

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

SaaStr

MARCH 5, 2025

In our most recent episode of CRO Confidential , hosted by Sam Blond , Graham Moreno , VP of Worldwide Sales at Codium, shared invaluable insights on what drove this growth, the challenges they faced, and how other SaaS companies can replicate this success. Key Growth Drivers 1.

Territory 75

Territory Drivers/motivators Quota Pipeline 75

Sales Pop!

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Through actionable insights, sales cycles are shortened and win rates are increased.

Quota 227

Quota Pipeline CRM Closing 227

Veloxy

MAY 25, 2021

If there’s one universal truth that resonates throughout every single company, it’s that cash is king for your sales team. Inside and outside sales reps are not only paid on commission, hefty bonuses and kickbacks also motivate them to work even harder. Which seems to keep their sales beaks wet and on top of their game every day. .

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Tibor Shanto

AUGUST 24, 2021

And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. Curiosity is not a sales skill; curiosity is a way of life. Curious About Life.

Objectives and Key Results 326

Objectives and Key Results Quota Technique Prospecting 326

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. Listening to sales executives, the focus is, constantly, making your numbers. ” With this mindset, customers become obstacles standing in the way of hitting quota.

Quota 127

Quota Commission Pipeline Pitch 127

Tibor Shanto

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up. The debate has raged on for years with few converts. Behind The Numbers.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. You could also be well behind your quota, struggling to stay motivated and worried about job security. It can also be the hardest. Managing Through Adversity. Why are targets what they are?

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

SaaStr

APRIL 13, 2022

Dear SaaStr: How Many Deals Can a Sales Rep Close Per Month? A successful but not top 5% sales rep in SaaS typically can close: 20–50 deals a month if $0.5k-$2k ACV , i.e., very transactional 1–2 call close. transactional, but not 1–2 call close). They’d have to close 25 deals a month to hit their OTE.

Closing 127

Closing Quota Follow-up Sales 127

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. I have shared my views on time , it is the currency of sales, time and pipelines are finite. And time to quota. Pay To Play.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Anthony Cole Training

DECEMBER 14, 2023

Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member. It's important to note that It’s not whatever it takes as long as it’s comfortable or as long as it’s not too difficult.

Quota 188

Quota Sales Growth Closing 188

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Why Salesforce Adoption Fails Your sales team should dedicate themselves to changing the way they work. Streamline your implementation to focus on what matters most to your sales process. Why does this happen?

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. But sales is an art, and like art, its style changes over time. Table of Contents What is sales closing? What are the most common sales closing techniques? How do you improve at closing? You either close or you don’t.

Technique 105

Technique Closing Sales Electricity 105

Veloxy

FEBRUARY 15, 2022

Learn how easy it is to become the highest-performing field sales professional at your company. Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. But what does tomorrow hold for field sales? Field sales is not dead!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

SaaStr

JANUARY 8, 2025

When Lindsey joined, she inherited an already built-out self-serve/PLG model for small businesses and a mid-market and enterprise sales, customer success, and post-sales team. But at the start of its expansion play, Checkr’s enterprise motion failed, and sales cycles were slow, taking up to a year for $100k & up deals.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

Veloxy

MARCH 28, 2022

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business. After years of remote sales work, you might be ready to evaluate what formula of salesforce will best meet your needs as a business and as an employee. What Is Inside Sales?

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Veloxy

DECEMBER 6, 2022

As a recession looms and consumer spending declines, sales leaders are under more pressure than ever to achieve their set goals, even at a time of economic uncertainty. In this guide, we’ll explore three steps that sales leaders should take to achieve these key goals and alleviate pressure in 2023. Sales Automation.

CRM 246

CRM Sales Represent Technology 246

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

Pipeline 67

Pipeline Contract Quota Growth 67