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. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. Our success is absolutely dependent on our customers’ success.

Quota 127

Quota Commission Pipeline Pitch 127

Understanding the Sales Force

FEBRUARY 14, 2025

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” It also reinforces a culture of mediocrity because when not hitting quota is normal and expected, more people don’t hit quota because their jobs are clearly not in jeopardy.

Quota 88

Quota Commission Sales Represent 88

SaaStr

DECEMBER 25, 2024

or so at the very latest, youll need to start hiring dedicated customer success professionals. But even with a higher quota than $500k, you wont hit a yielded quota that high. Theres just physics here to get to $10m in ARR in a sales-led model, even a partially sales-led model: After $1.5m And reps take time to scale.

Quota 104

Quota Networking Start-ups Growth 104

SaaStr

MAY 4, 2023

The toughest metric is new customers. While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021. Existing customers remain happy, and if they are doing well, will buy more. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.”

Quota 127

Quota Closing Pipeline Growth 127

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

Partners in Excellence

JANUARY 23, 2025

Customers don’t want to talk to us, because we don’t talk to them about what they care about. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. On the customer side, we see increasing No Decision Made. Do they care about the customer success?

Gaming 122

Gaming Up-sell Quota Pitch 122

Sales Pop!

DECEMBER 2, 2022

Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. This is the foundation that makes accurate quota and forecasting wisdom possible. Creating Forecasts and Quotas. Without historical data, analysis will never be accurate.

Quota 232

Quota Pipeline CRM Closing 232

Veloxy

JANUARY 19, 2022

When your dialer rings John or Jane Doe, you instantly know their: Buyer Persona Industry Role and Responsibilities Pain Points Customers Who Are Like Them I’ll demonstrate by continuing from my first impression script. “ They haven’t missed quota since I first called them. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Veloxy

SEPTEMBER 22, 2022

Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons. First , quota is set too low to accommodate for sales process inefficiencies. Bottomline : Spending more time with customers is only half the battle.

CRM 262

CRM Quota Sales Pipeline 262

STAR Results

AUGUST 26, 2021

Two key areas of focus are: what accounts represent the best opportunity to achieve their quota, and which accounts are new business going to come from. Do Your Reps Know What Their Quotas Are? I know that quota setting is a complicated process. If all your reps know how they are doing YTD vs. quota, give yourself a ?.

Quota 279

Quota Sales Represent Start-ups 279

Sales Hacker

DECEMBER 10, 2024

A critical inflection point came when Martin and Levelset’s VP of Customer Success recognized the untapped potential in their existing customer base. Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time.

GTM 109

GTM Construction Quota Growth 109

Understanding the Sales Force

JANUARY 4, 2025

Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Nearly all sales leaders fail to have and/or explain the consequences to their salespeople so they are aware of what will happen if they fail to meet the required targets for items 1-25 as well as quota/revenue.

Quota 69

Quota Territory Pipeline Referrals 69

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. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Partners in Excellence

DECEMBER 21, 2023

The conversation got me thinking about the issue: “Our customers desperately need help, but do we want to be helpful, do we know how to be helpful? I won’t bother revisiting all the data we see reinforcing the struggle customers experience in committing to and managing a change process. You already know that.

Customers 149

Customers Quota Up-sell Conversion 149

Veloxy

APRIL 28, 2021

Along with a few ideas on how the tech can help them hit and exceed their quotas. You get sophisticated Sales AI that can scrutinize prospect and customer data, and predict leads most likely to convert. By making use of similar customer profiles already in your database, it becomes that much easier to make comparisons.

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Sales Gravy

MARCH 18, 2025

Improved Onboarding Speed Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster sometimes shaving weeks or months off the usual ramp-up. Encourage Hand-Raises If a new rep snags an interested customer, let them wave the flag: Hey, I have a lead who needs home and auto coverage.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

SaaStr

JANUARY 8, 2025

Naturally, their first customer was DoorDash and the quickly captured 95% of the gig economy market in their early days. 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.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. There are sections of this guide that presumes you’re using Veloxy Sales AI Software for Salesforce, which easily and automatically accelerates sales by predictably optimizing customer engagement. It’s all about crushing quota!

Sales 290

Sales Quota Up-sell Contact 290

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Your customer relationship management software should already be measuring the following metrics. However businesses also need to consider customer acquisition cost even though it isn’t a key factor is sales velocity.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Sales Gravy

MARCH 13, 2025

You tap into your customers pain points and you close. You have the magic answer to a customers problem. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. Its costing the customer time and money. They couldnt make quota. Show you understand. Tell a story.

Quota 60

Quota Pitch Sales Prospecting 60

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. What would it mean to you if you could double or triple your daily customer visits without sacrificing extra time? Here’s why.

Territory 221

Territory Gambling Quota Commission 221

Veloxy

MAY 25, 2021

Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before! Try one of the latest, trending apps today and become your Sales Org’s quota champion this year. Practice Makes the Perfect Salesperson. Try Veloxy.

Referrals 290

Referrals Quota Cold Call Contact 290

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?

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

MARCH 29, 2025

Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. You Never Get to Leave Sales. Be specific.

Commission 78

Commission Objection handling Quota Sales 78

SaaStr

MARCH 2, 2025

Growth Tactic #3: Reimagining Customer Success for Retention AND Growth Rippling’s approach to customer success evolved dramatically as they scaled. Start with a quota-carrying, revenue-generating team and teach them empathy, rather than trying to transform CSMs into a revenue team.”

Growth 76

Growth Cold Call Cross-sell Account management 76

Martech

JULY 17, 2024

Scaling has become complex, with rising targets and an unclear ideal customer profile. As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas.

GTM 101

GTM Product Strategize Drivers/motivators 101

Martech

FEBRUARY 2, 2023

You can find Part 1 (one-to-one, omnichannel personalization) here and Part 2 (first-party customer view) here. Sales and marketing professionals understand the continual pressure to reach and convert new customers to a product or service and how easier it is to keep a happy customer than win new ones.

Minimum Viable Product 141

Minimum Viable Product Customers Strategic planning Manufacturing 141

SaaStr

FEBRUARY 6, 2024

In 2024, for customer success in SaaS, what’s “good” NRR? Who should Customer Success report into? Questions like this and many others are the most common questions asked of SaaStr Fan Fave and expert on Customer Success, Gainsight CEO Nick Mehta, and SaaStr CEO and Founder, Jason Lemkin. What’s a “good” NPS?

Customers 123

Customers Contract Quota Territory 123

Partners in Excellence

APRIL 19, 2023

When I look at a lot of the “expert” advice in my social feeds, the emphasis is on how we reach and engage more and more customers. This is critical, at least in the thinking of these experts, because those customers we are trying to engage aren’t responding in the numbers we need. We kept their quotas/goals the same.

Customers 133

Customers Quota Growth Strategize 133

Partners in Excellence

APRIL 12, 2023

What we fail to recognize in all these conversations is our customers are quietly changing how they buy faster than we are changing how we sell. And customers have quickly recognized these and adapted, not responding to our clever outreaches, multichannel, multitouch. Percent of sellers reaching quota continues to plummet.

Assembly Line 125

Assembly Line Customers Tradeshows Manufacturing 125

Partners in Excellence

FEBRUARY 28, 2024

The commonality between the two of us is the obsession around helping customers solve complex problems and create great value. My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. I also never “carried a quota”. This customer had extreme purchasing power.

Customers 139

Customers Contract Consult Electrical Engineering 139

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Customize the interface to fit your sales process. For instance, are you focused on increasing lead conversion, shortening sales cycles, or improving customer retention? Bureau of Labor Statistics.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Veloxy

JANUARY 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. Continue reading to discover three ways to satisfy the customer experience by applying anthropological principles. Another human problem that a potential customer might have, also rooted in fear, is risk or exposure of vulnerabilities.

Sell 246

Sell Quota Sales Cold Call 246

SaaStr

JANUARY 15, 2025

She was a salon owner for 10+ years and an early customer of Mangomint’s. What was interesting is no other SaaS company approached it in the way that customers were used to. Instead, they bring something more valuable: an authentic understanding of customer challenges. 10 Ways Sales is Different in Vertical SaaS 1.

Contract 108

Contract Sales Cold Call Niche 108

Search Engine Land

AUGUST 30, 2024

In B2B, that means prepping for the end-of-year push that comes from needing to hit quotas and engaging brands about to be flush with new yearly budgets. For B2B, the end of the quarter and the need to hit quota can leave room for limited-time promotions to test with your users. Many industries can have their own seasonal spikes, too.

A/B testing 79

A/B testing Retail Quota Promote 79

Sales Pop!

SEPTEMBER 16, 2021

of sales people using social media outperformed their sales peers, and exceeded quota 23% more often. Social selling increases total team attainment of sales quota, improves customer retention rate, increases sales forecast accuracy and increases the percentage of sales reps making target. Consider the following: Some 72.6%

B2B 195

B2B Sell Quota Technique 195

SaaStr

MARCH 6, 2025

I.e., both hitting quota. How should sales and customer success work together? This will ferret out how well he/she understands the true customer lifecycle). Listen if they say unprompted that they’ll go visit customers that’s great. Look, your VP of Sales can’t be a quota-carrying rep forever.

Quota 72

Quota Sales Up-sell Lead generation 72