Sales Hacker

MARCH 13, 2020

In it, Chief of Sales Insights at Serve Don’t Sell and host of the Modern Sales Podcast, Liston Witherill, shows you how to smash your quota by shutting up and listening better. Liston is a sales trainer and consultant who helps client services professionals sell more services to big companies. What You’ll Learn.

Quota 84

Quota Consult Up-sell Clients 84

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit? Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

Sales Hacker

MAY 31, 2021

Pull in an expert such as your solution consultant or a product person to help record. The post 10 Sales Video Examples to Crush Quota from Call to Close appeared first on Sales Hacker. This also works great for satisfying their internal requirements: security, financial, or otherwise. Keep these short – under six minutes is ideal.

Quota 109

Quota Closing Legal Contract 109

Understanding the Sales Force

DECEMBER 10, 2018

During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone.

Quota 101

Quota Sales Consult Process 101

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. The only problem with this approach is that quotas aren’t getting any easier , and the competition in the field is getting more digital.

Territory 221

Territory Gambling Quota Commission 221

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). As a leader in field sales consultation and software, we’re here to give you and future reps the ultimate guide for success. Yes, even sales quota!

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

Understanding the Sales Force

MARCH 16, 2025

Salespeople who don’t buy-in should be replaced if they are also guilty of not meeting or exceeding quota. For sales training to become sales improvement, the sales managers are the glue that hold everything together.

Growth 90

Growth Sales Entertainment Quota 90

Veloxy

NOVEMBER 22, 2022

According to Torrent Consulting , a good “passive” user adoption rate (login only) is between 90 and 100%, whereas a good “active” user adoption rate is between 75 and 90%. How are you the sales manager expected to question 57% of your sales reps that miss their quota every quarter, when they’re spending too much time on data entry?

Non-Profits 264

Non-Profits CRM Contact Consult 264

Veloxy

APRIL 14, 2022

Earning recognition from quota crushing salespeople. Sign up today and you’ll receive a complimentary consultation with our Revenue Director, Jeff Grice, and a subscription to our Field Sales Masterclass. If you’ve enjoyed reading this article, you’ll really enjoy G2’s exclusive 20% discount on a Veloxy subscription.

Quota 219

Quota Trust Follow-up Consult 219

Veloxy

JUNE 6, 2022

As numbers began to sink rapidly, outside sales advocates were concerned about the future of their once historically quota crushing profession. Whereas a field salesperson does more than communicate intentions—they build relationships in-person, with a handshake, consultation, and a smile. Sales quota fell to # 5.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

Partners in Excellence

JUNE 3, 2020

Billions are spent on tools, content, consultants. Some might have broader approaches like solution, consultative or insight selling. Sales performance numbers continue to decline (for example % of sales people making quota). Each has their own approach, models, techniques. Each emphasizes certain things.

Objection handling 164

Objection handling Negotiate Consult Quota 164

Veloxy

NOVEMBER 29, 2021

It’s all about crushing quota! Customer Experience is now the number one key performance indicator, replacing sales quota. A’s are force multipliers, those reps who consistently exceed quota and have a positive impact on the quota and morale of other reps. Table of Contents. What is Sales Acceleration?

Sales 290

Sales Quota Up-sell Contact 290

Veloxy

AUGUST 25, 2022

Pressure to hit quota. Similar to sales quota, this will also give you a sense of accomplishment to start your day. One other thing to consider is applying your consultative sales approach used with customers to your prospects and leads. There are many factors that cause sales stress. Leads that cancel meetings. Take a Vacation!

Sales 182

Sales Quota Contact Clients 182

A Sales Guy

FEBRUARY 20, 2019

It’s not about exceeding quota by selling unnecessary upgrades or products. It’s about cultivating and developing sophisticated consultants, who are viewed as valuable assets by your buyers, for their expertise, knowledge, creativity, support, and commitment. It’s time we focus more on the customer then on quota.

Sports 150

Sports Quota Sales Consult 150

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. This means they’re knocking on doors to deliver valuable consultation to both leads and customers alike.

Quota 147

Quota Contract Account management Price 147

Tibor Shanto

SEPTEMBER 23, 2021

Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years). Today, sellers must be buyer-centric, consultative, value-focused, and outcome-oriented. Lean and six sigma.

GTM 167

GTM Sales Consult Quota 167

Veloxy

MAY 3, 2022

Sales quota. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Veloxy

JUNE 21, 2021

If you sell IT services, your cold calls could and should be different than a financial services consultant. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. If you sell telecommunications, your cold calls could and should be different than a salesperson selling software.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Sales Pop!

JUNE 19, 2024

Conclusion: My Story: the bullying-type salesmen were desperate to meet their quotas. Greg Jenkins Consulting LLC – Helping organizations realize the value of diversity to build inclusive, evolving, high-performing cultures. Accordingly, the revolving door syndrome takes hold, which is costly for employees and employers.

Sell 173

Sell Appointment Account management Represent 173

Veloxy

DECEMBER 15, 2021

But in 9 out of 10 cases, sales teams that use AI exceed quota and expand in size. Most of the time, it’s because the salesperson sees themselves as an interruption and not a value-added consultant. There are a lot of misconceptions surrounding the role artificial intelligence plays in sales. Buyer Intent & Dialers.

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. Say you’re looking for an Account Executive to carry a $1 million annual quota. Which is more important: meeting quota or customer happiness? In sales today, it’s out with the transactional, and in with the consultative. So what’s the problem?

Quota 103

Quota Objectives and Key Results Sales Objection handling 103

Veloxy

AUGUST 11, 2022

Why it works: Trust is a big part of the game, and the less your buyers can question your consultation, the better. How many people exceeded quota before and after Salesforce? If quota crushers and customer satisfiers are acknowledged in sales meetings, why not Salesforce adopters ? Recognize the High Performers.

Contact 189

Contact Quota Follow-up Engineering 189

Veloxy

JUNE 4, 2024

How to Implement Salesforce Adoption Strategy #3 Schedule a company-wide Salesforce presentation Invite buy-in and users from other departments Pair non-sales staff with sales staff on Salesforce Why it works: Trust is a big part of the game, and the less your buyers can question your consultation, the better.

Objectives and Key Results 245

Objectives and Key Results User Experience Contact Trust 245

Partners in Excellence

APRIL 5, 2024

The chosen careers were investment banking, accountancy or consultancy and I joined Andersen Consulting in 1989. It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts.

Sell 139

Sell Territory Consult Contract 139

Veloxy

SEPTEMBER 8, 2022

As a sales professional, it’s normal to feel challenged to hit quota, let alone exceed it. To solve this common challenge, sales managers have started to place an extra emphasis on hitting quota faster by means of high velocity sales. Customers love buying from people they like and trust.

Cross-sell 130

Cross-sell Sales Quota Contact 130

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. Everybody wants to know how to keep business as-is and keep “crushing quota” and the like. What if we adjusted revenue quotas and put sellers to work in helping solve current customers’ business challenges?

Quota 131

Quota Territory Trust Up-sell 131

Veloxy

SEPTEMBER 5, 2023

Collegiate basketball, baseball, hockey, and softball players all met or exceeded their quota on a consistent basis. Replacing intuition with automated intelligence has vastly improved CX and team quota. There are 7 days left in the month, and you’re still short of quota. Jeff Grice Tweet 8.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Partners in Excellence

FEBRUARY 28, 2024

I also never “carried a quota”. Had I carried a quota and been on an OTE plan, I probably would not have dared such a move. The Systemic Approach as a Hired Consultant I was very excited when I was head-hunted by an international boutique Sales Training firm focused on B2B Sales Forces practicing complex sales.

Customers 139

Customers Contract Consult Up-sell 139

Partners in Excellence

MAY 2, 2023

A few consulting companies offered entry level consulting roles. I had to go to Manhattan for final interviews with the bank and one of the consulting companies. My first year, I had a quota of $27M. As I was graduating with my MBA, I wasn’t looking for a sales job. I told them about my previous experience.

Sell 133

Sell Retail Consult Strategic planning 133

Partners in Excellence

APRIL 18, 2024

I’ve never thought I should stand outside our local Safeway prospecting people, “We consult, very successfully, with multibillion orgs on improving performance. Why would marketing or sales do anything other than this? Why would we waste any time looking outside our ICP?

SQL 139

SQL Quota Presentation Prospecting 139

Anthony Cole Training

JUNE 5, 2015

Our team of software advisors provides free telephone consultations to help buyers build a shortlist of systems that will meet their specific needs.”. Why would someone with an MBA allow a sales person to continue to be on the sales team after 18 months of failing to hit sales quotas? What would happen?

CRM 174

CRM Sales Technology Technology 174

Veloxy

DECEMBER 28, 2021

If you’d enjoy speaking with a thought leader in the space, schedule a free sales acceleration consultation today with Jeff Grice. This was a few years before the Salesforce study that found salespeople spend most of their time not-selling and missing quota. Bookmark Now: Sales Acceleration - A Sales Manager's Guide.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

SaaStr

MARCH 20, 2024

You could even present it to the sales team as options one and two: We can continue hiring more salespeople and keep quotas the same. We can not hire more salespeople, increase quotas, and make more money. How do you decide whether to hire more reps or keep them the same but increase quota? Are fractional hires a good idea?

Quota 122

Quota Finance Drivers/motivators Growth 122

SaaStr

MAY 27, 2021

Although, in consultations with founders of many of these SaaS companies, I’m often caught by surprise to learn that they’ve made upward of a dozen hires, but zero are for customer-facing roles. A Quota-Carrying Sales Representative. He is also VP of global sales development for Snowflake and CEO of consulting firm Sales Source.

Pipeline 101

Pipeline Quota Represent Cross-sell 101

Veloxy

DECEMBER 9, 2021

Better yet FIRSTNAME… In addition to saving your company $100k year, would you like to know how you can exceed team quota every year? If it sounds too good to be true, listen to Frank Ortiz of Vast Networks share how he saved his company $100k a year while also crushing team quota.

Quota 204

Quota Follow-up Up-sell Cold Call 204

Sales Hacker

OCTOBER 7, 2022

One of those faces belongs to David Cichelli , consultant, educator, and author of multiple books, including Compensating the Sales Force. The event’s session agenda read much like it has in years past, with topics including sales comp fundamentals , plan design, quotas, analytics, and sales force motivation. In my experience, few do.

Drivers/motivators 104

Drivers/motivators Quota Territory Sales 104

Women Sales Pros

DECEMBER 15, 2018

As a respected sales consultant and author, Lisa works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high-value customers. revenue, Now! installs, Now! profit, Now! Forecast I swear, To the top of the stack! Let my competitors fall! Now dash away!

Quota 91

Quota Strategize Consult Up-sell 91