A Sales Guy

JULY 10, 2012

I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan it’s never about minimum requirements (quotas), that’s appropriate only if you’re paid a wage, commission sales are limitless/ cont. ” if there is no quota?

Quota 112

Quota Commission Drivers/motivators Sales 112

A Sales Guy

JULY 16, 2012

Community member Jeff Abbott commented on a recent post about how he’d like to better understand how quotas are set and by whom. The first thing you need to know about quotas is there are a lot of different ways to set them. Let’s start with the rules: Quota MUST align with the business objectives.

Quota 113

Quota Territory Commission Drivers/motivators 113

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 115

Quota Commission Sell Contract 115

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Commission Territory Government 113

Hubspot

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Here's everything you need to know about setting successful sales quotas. Sales Quota. Volume Quota.

Quota 100

Quota Territory Commission Sales 100

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Hubspot

APRIL 24, 2019

If your sales organization is struggling to strike a balance between company requirements and the compensation needs of employees, it's likely time to reevaluate your compensation plan and commission structure. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

Commission 101

Commission Territory Quota Real Estate 101

SaaStr

JANUARY 18, 2021

Q: Should we deduct partner referral fees from our sales people’s commission? If I have to pay a partner say 20% of a deal, and they do a lot of the work — why do I also have to pay my own sales rep a full commission? So yes, at least for a while, with many partners you may in essence need to pay a double commission.

Commission 106

Commission Closing Referrals Quota 106

Veloxy

MAY 3, 2022

Sales quota. With HubSpot’s Sales Metric Calculator , you can calculate your win rate, commissions, customer lifetime value, and more. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. Sales Calculators. Number of prospects.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

A Sales Guy

MARCH 31, 2020

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. There is no better sentence that helps define the difference between Gap Selling and Solutions Selling than the first one above.

Sell 136

Sell Commission Drivers/motivators Quota 136

Sales Hacker

SEPTEMBER 4, 2020

That means if you’re an SDR, there’s a 52% chance you’ll hit the phones hard, send tons of emails, and not even reach 90% quota. So why is quota attainment so bad for so many SDRs? people know you are trying to sell them something, and they shut down. How to Help Your SDRs Increase Their Quota Attainment.

Quota 134

Quota Meeting Cold Call Commission 134

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. But it seems we, sales professionals, have lost the “Joy Of Selling.” Selling has become a “job,” almost a tedious chore for too many. I struggled a moment.

Sell 157

Sell Commission Up-sell Quota 157

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. Faced with this, selling isn’t for the weak spirited. Confession time.

Sell 148

Sell Commission Up-sell Quota 148

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

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 134

Sell Quota Commission Contract 134

Cerebral Selling

JUNE 28, 2022

All too often, when our quotas and commissions are on the line near the final buzzer, we psych ourselves out and think that everything a customer asks for in the heat of a negotiation is critical. The post The Easiest Month-End Negotiation Tactic appeared first on Cerebral Selling. The reality is, it won’t be!

Negotiate 243

Negotiate Commission Quota Price 243

A Sales Guy

NOVEMBER 19, 2018

It’s time we change the way we sell. Buyers want salespeople who are emotionally connected to their outcome, not focused on quota, Presidents Club and their next commission check. We’ve lost sight of the fact that we still have to sell. We’re forgetting the selling part. Ask any buyer.

Sell 135

Sell Cold Call Commission Pitch 135

Sales Hacker

MARCH 27, 2020

Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times. This is a time for empathy, not hard selling. We’re already out there with 50% of our compensation on the line in commission. Getting Your Mindset Right. Shut Up and Listen.

Prospecting 132

Prospecting Sell Commission Quota 132

Understanding the Sales Force

MAY 22, 2013

Understanding the Sales Force by Dave Kurlan Dan Pink, Author of To Sell is Human , has been getting a lot of well deserved exposure. I do have an issue with the people who write about his book and take the concept, that everyone can sell, out of context. The context is that everyone can sell their ideas. I strongly disagree.

Sell 123

Sell Cold Call Commission Quota 123

Sales Pop!

AUGUST 24, 2024

I grew up in selling at Xerox in an incredibly sales-focused environment. In selling to and serving major Xerox clients, we were trained not only to go deep and wide in our accounts but to do the same across our multi-faceted product line. A reminder of the four most important words in selling – “It’s not about you”.

Commission 130

Commission Quota Clients Up-sell 130

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? My impression is that he has chosen to paint all commissioned reps with a broad, not so complimentary, brush. I based my entire selling career on these two sectors.

Commission 48

Commission Quota Repeat business Sales 48

Veloxy

NOVEMBER 29, 2021

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. It’s all about crushing quota! Sales acceleration isn’t merely selling faster to sell more. Table of Contents. What is Sales Acceleration? No need to fret.

Sales 290

Sales Quota Up-sell Contact 290

Hubspot

SEPTEMBER 9, 2024

The Benefits of a Lead List Selling without a lead list is a slow, disorganized process that usually produces poor results. Since I mostly worked with public sector clients, that tended to be the only way to sell to that industry anyway. And this, of course, is key to a satisfying commission number.

Territory 83

Territory Cold Call SQL Campaign 83

A Sales Guy

AUGUST 10, 2017

I got this crazy idea yesterday morning to start a How to Sell Better series. I’m going to blog about how to sell better. Each post will highlight something that sales people should be doing to improve their selling skills — pretty simple. To sell better, you have to want to sell. That’s it.

Sell 96

Sell Commission Appointment Up-sell 96

Veloxy

MARCH 16, 2022

While money shouldn’t necessarily drive your life, earning commissions and other incentives based on performance is extremely fulfilling and it helps you climb the ladder faster. However, being recognized and rewarded for achievements should be, and high commissions or a higher paying job is the primary focus for this sense of fulfillment.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Engage Selling

MARCH 21, 2019

Financial compensation doesn’t have to be the only approach to commission. There’s another, perhaps more valuable approach which can further motivate your sales team to produce results. It’s time. Think about it. How often, in today’s world, do your sellers get real, … Read More »

Commission 86

Commission Drivers/motivators Sales Clients 86

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Redefining salesmanship What if we defined salesmanship in terms that are more meaningful to the people/organizations we are selling to?

Commission 127

Commission Quota Negotiate Pitch 127

Veloxy

FEBRUARY 15, 2022

Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. Today, field salespeople have had to pivot to a hybrid approach consisting of inside, remote, and virtual selling. The Rise of Remote Selling in a Virtual Sales World. Cyber Security.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

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. SaaS companies and fintechs and pseudo-SaaS companies could end up paying out more than the entire year’s margin in the commission check. Either higher quotas, lower attainment, or for a while, even more venture capital.

Commission 138

Commission Quota Sales Closing 138

A Sales Guy

JULY 23, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. What are your objectives: to secure new clients, increase average order size, reduce selling expenses? For example, if a salesperson earns $150,000 in total compensation and sells $1.5

Commission 120

Commission Quota Cold Call Sales 120

Tibor Shanto

JANUARY 25, 2022

There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. How are they selling and negotiating with prospects? Those who have been commissioned on margin, generally become better sellers. Margin Of Error. A focus on margins requires a different sales culture.

Commission 157

Commission Territory Negotiate Quota 157

Partners in Excellence

FEBRUARY 15, 2013

Each of the top managers was responsible for developing new business, selling, but they were also responsible for managing projects and people reporting to them, as well as billing their time. They were struggling to meet their revenue objectives, so I asked, “How much time are you devoting to selling?”

Sell 125

Sell Pipeline Commission Territory 125

Hubspot

OCTOBER 16, 2017

Commission only. Base plus commission. Absolute commission plan. Relative commission plan. Straight line commission plan. When to pay commission. Quota and OTE. Setting quota. Increase upsell/cross-sell rate. This structure is relatively rare in selling organizations. Salary only.

Commission 101

Commission Quota X-functional Non-Profits 101

Veloxy

DECEMBER 28, 2023

However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

APRIL 25, 2022

Most salespeople struggle to maximize their selling activity. In fact, most spend over 1,300 hours every year not selling. For example, say I were to send an email to a prospect on how most salespeople spend over 60% of their day not selling. Now they’re exceeding quota and more than doubling commissions.

Cold Call 214

Cold Call Commission Construction Contact 214

A Sales Guy

AUGUST 14, 2017

I pushed him on his why and in the end, he conceded he was focused on his quota and getting the deal done as fast as possible. Selling this way doesn’t work. If you want to be a great sales person, if you want to sell better, you have to genuinely give a s**t about your customer. Your commission check doesn’t matter.

Sell 96

Sell Commission Quota Drivers/motivators 96

SaaStr

AUGUST 10, 2021

Sales reps work on commission, and they are driven almost entirely by what they get the most commission for. When they sell 2 products, the #2 product almost always gets less attention. You can also have a secondary product count materially toward quota retirement. If for no other reason — Incentive Alignment.

Commission 111

Commission Product Quota Sales 111