Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. It can also be the hardest. I’ve been through plenty of year-ends as an AE.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

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. Relying upon seller opinions when grading pipeline health.

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

MARCH 5, 2025

Compensation & Performance Metrics Fuel a Culture of Winning: Codium structured its compensation and quota models to create immediate success. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year. Key Growth Drivers 1.

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Veloxy

DECEMBER 9, 2024

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. For instance, if lead conversion is a priority, customize dashboards to provide real-time visibility into pipeline stages and conversion metrics. Incentivize Field Sales Software Adoption People respond to incentives.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Martech

JULY 17, 2024

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. Pipeline coverage and efficiency metrics become key indicators of success, ensuring that marketing aligns with sales and revenue goals. Sound familiar?

GTM 101

GTM Product Strategize Drivers/motivators 101

Partners in Excellence

SEPTEMBER 27, 2018

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. That becomes a goal, which is sometimes called a “quota.”

Quota 90

Quota Pipeline Growth Drivers/motivators 90

SaaStr

SEPTEMBER 3, 2021

Second, set sane quotas — and make sure most reps are hitting quota. Few things are more demoralizing when no one is hitting quota. This doesn’t mean lowering quotas (at least, not too much). It does mean setting sane quotas, and having fun when folks exceed them. And Not Buying a Panerai Watch.).

Drivers/motivators 119

Drivers/motivators Quota Closing Pipeline 119

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

Gong.io

MAY 3, 2021

2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. Gong for Deal Execution brings together every interaction across your deals in a single view so sales teams can quickly understand pipeline health and stop sales from going south. No more opinions.

Pipeline 118

Pipeline Drivers/motivators CRM Sales 118

Gong.io

MARCH 29, 2018

Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.

Quota 85

Quota Pipeline Drivers/motivators Gaming 85

Hubspot

AUGUST 31, 2020

Did you know that 69% of B2B salespeople feel they don’t not have enough opportunities in their pipeline to meet sales quota? This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. Three Reasons Reps Don’t Make Quota.

Quota 99

Quota Objectives and Key Results Pipeline Cold Call 99

Gong.io

MARCH 30, 2018

You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. One of the first signs of a sales process that works is the number warm leads entering your pipeline. At the end of the day, a good sales process will drive opportunities through the pipeline faster.

Quota 88

Quota Cold Call Pipeline Follow-up 88

Sales Hacker

APRIL 11, 2019

Clearly, new strategies alone aren’t enough to motivate a sales team. According to behavioral intelligence (BQ), it’s all about how you motivate your team. You see, BQ has found that motivation is a trigger for thoughts… which cause feelings… which yield action. Sure, these are all key motivators for your sales reps.

Extrinsic 104

Extrinsic Drivers/motivators Intrinsic Commission 104

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. From there, create a lead generation strategy and build a sales pipeline. Therefore, you need to keep your sales teams engaged and motivated.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Gravy

FEBRUARY 2, 2025

But as time goes by and sticking with new habits gets more challenging, its easy to forget what motivated us to make the changes in the first place. Visualize what it was that motivated you. You Were Average You hit quota or did okay, but you know youre capable of much higher performance. Its just human nature.

Quota 56

Quota Drivers/motivators Sales Pipeline 56

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. However, those leads are typically not enough to keep the pipeline full. How to Empower, Develop and Motivate your Inside Sales Team. Motivate with Performance Metrics. Guide to Building an Inside Sales Team. Causes of a Low-Performing Inside Sales Team.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Closing Bigger

FEBRUARY 10, 2025

They meet quotas, but they dont innovate or push boundaries. Many top salespeople excel because they are self-motivated, competitive, and independent qualities that dont always translate into being great managers. Proactive leaders: Build a talent pipeline before they need it. The reality?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You may be having the best quarter of your career, on pace to crush your quota and close some big deals. watch now.

Pipeline 96

Pipeline GTM Quota Pitch 96

Highspot

APRIL 1, 2025

Offering specific feedback ensures sales reps stay motivated. Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Engage Selling

AUGUST 30, 2018

Generally, the first thing I’ll do is look at their pipeline. The number one reason that sales stay stagnant is due to anemic pipelines. I get called in a lot when organizations are struggling to hit their sales targets. Let’s face … Read More »

Pipeline 20

Pipeline Sales Clients Closing 20

Sales Hacker

FEBRUARY 3, 2025

If demand gen slows, conversion rates drop, or outbound outreach hits a wall, these bets ensure we have new growth drivers ready. A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens. “If you lose a top performer, their quota still needs to be met.

GTM 68

GTM Objectives and Key Results Quota Real Estate 68

Women Sales Pros

MAY 3, 2019

You set a bright, shiny optimistic goal, thinking that this year you really can exceed your quota by 20%, or earn 15% more than last year. Your pipeline is going stale. Monitor your pipeline. I look at my pipeline every day. I get nervous if it’s low and that motivates me. Prospects are too busy to take your calls.

Referrals 130

Referrals Appointment Quota Pipeline 130

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Partners in Excellence

OCTOBER 11, 2023

91% of organizations failed to hit goal, yet only 31% of them felt the quotas were unrealistic. When we do pipeline reviews, we look at the number of net new customers that are added to the pipeline, coaching people on how to hit their goals. They are a huge challenge. 78% find their comp plans difficult to understand.

Objectives and Key Results 144

Objectives and Key Results Pipeline Finance Quota 144

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. Tracking these metrics can provide valuable insights into your sales operations and help you identify areas that need improvement in your sales pipeline.

Product 130

Product Quota Objectives and Key Results CRM 130

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

Salesforce

NOVEMBER 14, 2024

Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. If your team regularly crushes their team and individual quotas, that’s a sure sign it’s time to increase sales quotas.

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Conducting sales performance reviews flips the script, offering clarity, coaching, and motivation. Praise improves employee engagement and keeps them motivated. They feel unsupported, undervalued, or constantly chase impossible targets.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. Why Sales Comp Planning is Key to Rep Retention. Embrace accelerators.

Commission 98

Commission Product Quota Drivers/motivators 98

Sales Hacker

JULY 2, 2018

The risk of doing it poorly or not at all is getting stuck in “the land of no decision” with the deal and your quota on the line. Whether you’re dealing with an inbound or outbound lead, this is a softball question that helps uncover your prospect’s motivations for checking out your product. What’s The Problem You’re Trying To Solve?

Pipeline 81

Pipeline Quota Prospecting Up-sell 81

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. Everyone has different learning styles, is at different stages in their career, and even different motivations. Book a demo today !

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Hubspot

JANUARY 7, 2019

While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. Does the rep struggle to fill their pipeline and make sales? Maybe they're a new rep who's close to hitting their quota but is just shy each month.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101

Sales Hacker

APRIL 22, 2022

Some misguided leaders also treat QBRs as a chance to review every mistake made, or motivate their teams. While it can certainly be motivating to understand exactly what drove results last quarter, and what you’ll improve for next quarter, this meeting is not intended to be for motivation. isn’t criticism. isn’t ad-hoc.

Objectives and Key Results 119

Objectives and Key Results Quota Sales Commission 119

A Sales Guy

JUNE 25, 2015

For salespeople, fear is usually the emotion that comes into play, fear of losing the deal, fear of missing quota, fear of not making a commission. To prevent fear from coming in the door, the best thing salespeople can do is build a solid pipeline. The best salve for the ailment of fear in sales is the pipeline.

Objectives and Key Results 114

Objectives and Key Results Quota Commission Pipeline 114

Partners in Excellence

JUNE 23, 2019

Naturally quota and revenue performance are far above plan. You can’t begin to understand and engineer your own performance or that of your team unless you have a disciplined structured manner to understand the key performance drivers, metrics aligned with that structure.

Drivers/motivators 129

Drivers/motivators Quota Pipeline Process 129