SaaStr

AUGUST 13, 2024

That placeholder for the VP of Finance never gets the financials done, and the VP of Marketing talks and talks but hasn’t ever worked with a sales team. Folks are sensitive, and sales folks don’t want to be told they have to hit quotas, and founders are more prickly about advice. But you get tired and lower the bar. It never works.

Growth 122

Growth Quota Niche Finance 122

Partners in Excellence

JULY 15, 2015

In sales, we each have quota, revenue, margin, expense and other objectives important to our role in the organization. So what drives the CIO in making the decision is different than those in the finance function. For Procurement/Contracting: CD PROC x FP PROC > C PROC + F PROC. But the complexity doesn’t stop here.

B2B 113

B2B X-functional Finance Drivers/motivators 113

SaaStr

AUGUST 12, 2020

The first system is what I call the sales finance system. So, the first system is a sales finance system, so let’s start with sales. Some startups can do monthly quotas if they have an extremely quick sales cycle. But, otherwise, for the vast majority of startups, you want to be on a quarterly quota plan.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Highspot

JANUARY 7, 2020

Answer: An account review of channel partners in the finance industry has uncovered a large group with renewals less than six months away. Answer: Achieve or exceed your quota by quickly renewing and potentially expanding our partner contracts.

Account management 85

Account management Finance Contract Strategize 85

Sales Hacker

DECEMBER 4, 2020

This metric is also used to pay out incentives to sales reps based on their individual or team quota achievement (this is likely the part your reps care about most). For example, if every one of your prospects is in the contracting phase, that may overwhelm your legal team. This can be used to understand the health of a pipeline.

Pipeline 136

Pipeline Cross-sell CRM Sales 136

Hubspot

JANUARY 23, 2018

Message Prospects Without Using Your InMail Quota. If you want to send more than that, target users with “Open Profiles,” who won’t count toward your InMail quota. The first 1,000 seats of TeamLink Extend come bundled free with every Enterprise Edition contract. That means your pool of available contacts becomes much bigger. "If

CRM 101

CRM Contact Networking Sales 101

Martech

SEPTEMBER 25, 2023

The company had just made its full-year quota in the first half of the year and the champagne was flowing. Finance departments have widely adopted this “leaked” funding approach in start-ups and established companies. “It was a great quarter,” the senior executive said as he raised his glass to toast the winning district sales manager.

A/B testing 117

A/B testing Tradeshows Finance Cross-sell 117

Sales Hacker

MAY 26, 2021

Here are a few sales operation metrics you might have seen before: Quota achievement. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Master’s degree in a related field like finance, mathematics, operations, or business is a plus.

Territory 72

Territory Objectives and Key Results Finance Cross-sell 72

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Average Contract Value (ACV) is the average revenue you derive from a single customer in a given period. Account-Based Selling / Sales Development. Account Executive.

B2B 105

B2B E-commerce Cold Call Represent 105

Closing Bigger

DECEMBER 14, 2022

3) Improve your lead nurturing game More contact More variety Better context Better timing More relationship More discrimination 4) Expand while your competitors and contracting. Your competitors are hunkering down and hatching, take advantage of this. What vision would your CEO or CMO paint for the company. Get good at telling that story.

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

4) Expand while your competitors and contracting. Reverse engineer your quota down to daily disciplines. 4) Expand while your competitors and contracting. Your existing client needs have changed. 2) Drill down on your ICP needs, risks, missed opportunities, and align them with your solutions. 3) Improve your lead nurturing game.

B2B 52

B2B Contract Finance Territory 52

Salesforce

JUNE 14, 2023

And that’s a very good thing for reps looking to beat quota. The key is to have point people in customer service, finance, product, and marketing that you can contact if complex questions arise. Here are 11 sales tactics, from reading nonverbal cues to implementing AI tools, that draw on your interpersonal and strategic skills.

Gaming 93

Gaming Cross-sell Referrals CRM 93

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. 5 Benefits of CRMs Customer data management. Sales reporting.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Miller Heiman Group

JULY 30, 2019

of sellers attained quota in the past year. Finance: Similar to procurement, buying influences in finance are concerned with price, but also about how your product impacts the company’s financial performance either by increased revenue potential or cost savings.

Manufacturing 61

Manufacturing Government Finance Sales 61

Salesforce

NOVEMBER 28, 2023

Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. Here are some that are helpful to know: Sales quota: A sales quota is a specific sales target that a salesperson needs to achieve within a set period, such as a month or quarter.

Commission 64

Commission Territory Quota Objectives and Key Results 64

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Sales Management, Finance, and Legal Teams. Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue. IT is ensuring security compliance and compatibility for each software application. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

Salesforce

SEPTEMBER 19, 2023

It uses AI and automation to create visibility across the revenue lifecycle — from marketing to sales to finance — and generate insights you can act on. Then as you mature, define and measure unique metrics — like annual recurring revenue (ARR) or annual contract value (ACV) — that match how you manage your business.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Sales Hacker

NOVEMBER 10, 2020

AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. I worked really hard in the first three months and hit quota somehow.

Growth 106

Growth Finance Start-ups Drivers/motivators 106

Sales Hacker

OCTOBER 19, 2018

Why pay for two very effective sales intelligence tools, when you can consolidate your already complicated tech stack into one, and spare yourself the wrath of having to ask your finance team to sign two contracts? If not consider implementing this as a goal-setting framework on top of simply having quota-based goals.

X-functional 74

X-functional Technology Technology Sales 74

Sales Hacker

OCTOBER 27, 2020

Jim is a motivating sales leader with demonstrated success in generating organic revenue across the media, SaaS finance, and mobile industries. Do you want to be the person holding the bag when it dries up or do you want to be equipped and capable of hunting and bringing home your quota?” We all know how sales contracts work.

Contract 104

Contract Sales Pipeline Promote 104

Hubspot

JUNE 29, 2023

Even if you’re lucky to get a base salary, you must still hit your quotas. Lots of Paperwork Documentation is necessary to show the evidence of a contract. Plus, you rarely have a base salary. These underscore why knowing a company’s compensation plan before working with them is vital.

Commission 85

Commission Cold Call Clients Sales 85

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. I understand accounting and finance. I can do this. I hope you enjoyed the show.

Strategize 55

Strategize Contract Strategic planning Drivers/motivators 55

Salesforce

NOVEMBER 9, 2023

Forecasting lets leaders set realistic sales targets, create attainable and motivating quotas for sales reps, and gauge expected revenue, aiding in budgeting and spending decisions for the whole company. For example, the finance department uses sales forecasts to decide how to make annual and quarterly investments.

CRM 59

CRM Territory Manufacturing Pipeline 59

Highspot

DECEMBER 5, 2023

Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas. Close: Finalize the sale and sign contracts. Financing options: Discuss financing plans and options. It’s repeatable, constantly adapting to new customers and evolving needs.

Process 52

Process Real Estate Objectives and Key Results Negotiate 52

Lead Fuze

AUGUST 12, 2021

Small business owners, sales reps, and others come onto the program to share what they are using today to make quota. Episode 28 Converting Free Trials, Soft Contracts, and Why Sales Prospects. A lot of solid sales tips to help you make quota. Best 3 Episodes: Episode 022: Staying Patient in a Buyers Market. The Gist: .

Sales 98

Sales Drivers/motivators Inside sales Up-sell 98

SaaStr

JUNE 16, 2020

Also, there is focus on changing terms to try and close and accelerate deals, reducing time commitment requirements for contracts, pricing minimums to get to a yes more quickly, and then also focusing on cash and cash collections by building more efficiency in that process. Contract modifications were still so decentralized.

GTM 84

GTM Pipeline Healthcare Sales 84

Salesforce

SEPTEMBER 26, 2023

Here’s the hard truth: “You don’t know if they’re ready to buy until they tell you they’re ready to buy, and you can’t believe it until you get a signed contract,” said Richard Harris , sales coach and founder of The Harris Consulting Group. This gets you to quota faster, which helps you hit company-wide sales targets.

Contract 116

Contract Negotiate Follow-up Contact 116

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. So I think for us, we at Figma still review sales quotas each quarter. Kyle Parrish: I do think that in setting targets, you need to take into account a lot of things.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

AUGUST 9, 2019

To date they have raised over $113m in financing from some of the best in the business including Tiger Global, Battery Ventures, Boldstart, Canaan, Cisco, and Redpoint, just to name a few. In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. The deals sizes will grow, all of that.

Finance 62

Finance X-functional CRM Engineering 62

SaaStr

FEBRUARY 21, 2020

I do want to ask though, because you mentioned there about venture financing. I would like to get back from them at least four times that in the way of quota that they achieve and ideally probably higher than that. So four to six is the numbers that we should have as targets to go for, for what quota should be set up.

Non-Profits 87

Non-Profits Up-sell Start-ups Product 87

Salesforce

MARCH 7, 2024

A clawback clause, or clawback provision, refers to a “contractual obligation to return money under special circumstances or events,” according to the Corporate Finance Institute. Unsustainable administrative complexity Without the right systems in place, clawback clauses can become a nightmare for your finance team.

Commission 52

Commission Finance Quota Legal 52

Salesforce

MARCH 8, 2024

It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them. Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. There is not a fixed formula for this.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

DECEMBER 12, 2024

Signing bonus: A one-time award given to a new employee as part of the employment contract, primarily to attract top talent to the company. This may include human resources, management, and finance. Spot bonus: This is a one-off monetary payment awarded to an employee for achieving a specific result or exceeding a particular target.

Non-Profits 94

Non-Profits Objectives and Key Results Commission Territory 94

Lead Fuze

AUGUST 5, 2021

Gillian Sontz, a Sales Development Representative at QuotaFactory, is responsible for tele-profiling target accounts for Sales Context in order to help her clients reach sales quota. Explore thousands of in depth articles on sales, marketing, customer success, finance, leadership, product development, HR and much more. The Gist: .

Negotiate 98

Negotiate Sales Retail B2B 98

SaaStr

MARCH 11, 2025

The Top 4 Mistakes DeepL Made Along the Way: Underestimating Legal Complexity – DeepL initially delayed hiring dedicated US legal resources, creating bottlenecks when adapting contracts and processes for the American market.

Legal 74

Legal Territory Pipeline Finance 74

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track. Ramp deals Sales reps may also use Deal Desk for ramp deals, a multi-year contract with discounts or pricing adjustments at specific intervals.

Legal 59

Legal Contract Finance Non-Profits 59