Understanding the Sales Force

NOVEMBER 7, 2022

Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn't nearly enough.

Quota 113

Quota Pitch Sell Gaming 113

Veloxy

JANUARY 19, 2022

They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Risk eliminated. Meeting booked!

Cold Call 358

Cold Call Territory Quota Up-sell 358

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

Veloxy

MAY 25, 2021

If you’ve been in the sales game for any length of time, you know that sales equals rejection. Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before! Resilience. It’s not a matter of if, it’s a matter of when. Try Veloxy.

Referrals 290

Referrals Quota Cold Call Contact 290

SaaStr

APRIL 2, 2025

They may not immediately hit quota (few do). Only the outliers will hit a full quota in their first quarter. The blame game of the product, the leads, the marketing team, the lack of training, of needing more time to get up to speed. Training and support matter. The best reps get on the board fairly quickly.

Quota 70

Quota Sales Gaming Closing 70

Sales Hacker

NOVEMBER 26, 2019

Break Through Mediocrity: Changing the Game for Long-Term Success. Sales is more than just a numbers game — it’s a mental game. Master the mental game and you can adapt to any sales environment, process, or buyer. Don’t miss this talk, and stay ahead of the game. Thursday, December 12: Winning the Game.

Gaming 129

Gaming Objectives and Key Results Sales Up-sell 129

Partners in Excellence

MAY 24, 2022

People “game” the system. The gaming process is the natural reaction of people to respond these rules, even if they, wittingly or unwittingly, drive behaviors counter to what management is trying to achieve. We typically see “gaming” of processes when management puts “rules” in place.

Gaming 102

Gaming Pipeline Quota Closing 102

Gong.io

MARCH 19, 2020

We know inside sales is a different game. . The post How to Turn a Field Sales Rep Into an Inside Sales Rep (And Still Make Quota) appeared first on Gong. Scheduling: Calendly. eSignatures: DocuSign. Call analysis and stats: Gong (but you already knew that…). Industry Secrets from Elite Inside Sellers. Even for seasoned field reps.

Inside sales 153

Inside sales Quota Sales Meeting 153

Veloxy

MAY 25, 2021

Which seems to keep their sales beaks wet and on top of their game every day. . You could offer tickets to a big game, front row seats to a cool concert, or even a romantic dinner for two as entertainment-based rewards. Check out these and more game incentives. . I mean, c’mon, you’ve seen all the movies right?

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Sales Pop!

JUNE 23, 2023

If your conversion rate for leads to opportunities is 25 percent, and you have a quota of $200,000 per month, you should maintain approximately $800,000 worth of leads in the pipeline. Pipeliner’s CRM data also informs a salesperson of the actions they need to take to make quota and continue to achieve their sales goals.

Technology 240

Technology Technology Pipeline CRM 240

Partners in Excellence

MARCH 12, 2020

As my client started diving into the “numbers” and understanding what was happening, he discovered the sales people were playing the game–but not focusing on why the were doing these things or what outcomes they were producing in their activities. More people were hitting their numbers and achieving quota.

Gaming 108

Gaming Quota Clients Prospecting 108

Sales Gravy

MARCH 13, 2025

P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. They couldnt make quota. Make it clear that hiring you isnt just smartits the game-changer theyve been looking for. They couldnt make quota. Until you unearth the problem, theres no need for you or your solution.

Quota 61

Quota Pitch Sales Prospecting 61

Sales Hacker

FEBRUARY 1, 2022

The latest figures show that the majority of SDRs are missing quota , struggling. We’re either going to try to coach you and remediate the solution, or we’re going to try to find you a fit elsewhere but we’re not going to play games with your compensation. Get rid of quotas and get rid of commissions.

Commission 104

Commission Quota Assembly Line Sales 104

JBarrows

OCTOBER 1, 2021

This replay of Episode 136 explains Armand Farrokh’s winning formula that allows him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. He uses practical processes and tries to simplify the ball game of sales to make it easier. Subscribe on Spotify.

Quota 88

Quota Gaming Conversion Process 88

Hubspot

SEPTEMBER 6, 2024

Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Want some quick wins?

Closing 80

Closing Contract Technique Sales 80

Partners in Excellence

DECEMBER 2, 2024

Often, quota, is something they pass, seeking to achieve the goals they have established for themselves. Most have strong commitments to work/life balance, recognizing they won’t be at the top of their game, unless they are also taking care of themselves and their families.

High impact 127

High impact Quota Growth Drivers/motivators 127

Closing Bigger

FEBRUARY 10, 2025

They meet quotas, but they dont innovate or push boundaries. This is why leveraging sales technology effectively becomes a game-changer. They meet quotas, but they dont innovate or push boundaries. This is why leveraging sales technology effectively becomes a game-changer. Whats the solution? Whats the solution?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

SaaStr

MARCH 29, 2025

Its where many startups hit roadblocks, but if you do it right, its a game-changer. And Get Them Both Hitting a Basic, Sustainable Quota. If they tilt the curve. -> But also give your sales leader, and your individual reps before you have one, a quota on your time and meetings per week. Heres how to approach it: 1.

Commission 79

Commission Objection handling Quota Sales 79

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

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. The real impact?

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Sales Gravy

APRIL 3, 2025

Did you make quota this quarter? If you missed quota, chances are you played it too safe. Play the Long Game Mediocre reps make useless calls and let the fear of annoying prospects sabotage their follow up game. Did you make quota this quarter ? If you missed quota, chances are you played it too safe.

Cold Call 57

Cold Call Quota Sales Follow-up 57

Veloxy

JANUARY 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. Final Thoughts Salespeople are always looking for new tactics to hit and exceed quota faster and easier. For four straight years, Salesforce has found that over 75% of buyers want sellers to always act as a trusted advisor.

Sell 246

Sell Quota Sales Cold Call 246

Salesforce

JUNE 14, 2023

And that’s a very good thing for reps looking to beat quota. Time to beat that quota Whether you’re a beginning seller or a seasoned professional, these are some of the best sales tactics to level up your sales game. Use them to help you build your relationships, close more, and ultimately, beat your sales targets.

Gaming 95

Gaming Cross-sell Referrals CRM 95

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. They have skin in the game. Which means companies also have to put skin in the game. The driving question being how do I take a territory from a 20% margin base, to 25%? Margin Of Error. Reskill as much as you retool.

Commission 157

Commission Territory Negotiate Quota 157

Hubspot

SEPTEMBER 9, 2024

All sales professionals are told repeatedly that sales is a numbers game. Well, sales lead lists are key to hitting your productivity number, which usually goes a long way to hitting your quota number. And this, of course, is key to a satisfying commission number.

Territory 83

Territory Cold Call SQL Campaign 83

Veloxy

JUNE 21, 2021

You can use these scripts, tips, and tricks to up your cold call game. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. Veloxy offers products and services that will take your sales game to the next level. Cold Calling Script Structure. Handling Cold Call Objections.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Tibor Shanto

FEBRUARY 1, 2022

This led to the obvious question, given everything what is happening, why are 40% plus of B2B reps missing quota. Unlike many pundits who will cop out and talk about bad quotas and such. As a complete aside, isn’t it interesting that people who say sales is not a numbers game, love being data driven? Mindset.

Quota 157

Quota Gaming B2B Growth 157

Iannarino

FEBRUARY 28, 2024

Every improvement in win rates improves your sales force’s ability to reach their goals and increase their quota attainment. No one has ever won a game by looking at the scoreboard. This is a difficult question to answer if sales effectiveness isn’t already top of mind. The better your team, the better your results.

B2B 218

B2B Objectives and Key Results Pipeline Sales 218

A Sales Guy

JULY 30, 2019

Not enough salespeople understand the game/rules of sales. Most salespeople don’t understand the game of sales. They think selling is about quota. They don’t understand the game of sales and it’s costing them deals, partnerships, and greater success. It’s a helping game. Lack of Coaching.

Sports 85

Sports Gaming Pitch Commission 85

SaaStr

APRIL 7, 2020

But not as your start-up: The Blame Game – Down. The Blame Game – Product (too much). The Blame Game – Competition. STILL APPLIES. The Blame Game – More Time. An (often big) drop in quota attainment. PROBABLY DOESN’T 100% APPLY RIGHT NOW. Quota attainment should go up when you hire a great VP of Sales.

Quota 136

Quota Gaming Sales Start-ups 136

Sales Pop!

SEPTEMBER 8, 2022

Otherwise, your team becomes shortsighted on simply meeting quotas. It’s like a football team that only thinks about getting to the next game and not making it to the Super Bowl. When you provide your team with a sense of direction guided by a clear and compelling vision, you unify them and provide focus.

Technique 241

Technique Pitch Sales Drivers/motivators 241

Tibor Shanto

DECEMBER 14, 2021

Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. As a rule, it is always better to play the long game. By Tibor Shanto. So, what’s left to do? The Longshot.

Technique 157

Technique Quota Pipeline Prospecting 157

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

A Sales Guy

APRIL 24, 2019

Not enough salespeople understand the game/rules of sales. But as important to eradicating the “bro culture” in sales it’s equally important that we elevate our coaching game. According to our recent Sales Coaching and Quota attainment report , although 80% of sales managers/leaders believe they coach.

Angle 124

Angle Quota Gaming Sales 124

Tibor Shanto

NOVEMBER 30, 2021

Maybe it is the shadow cast by almost half of reps who fail to make quota? Prospects are no better, playing games, intentionally or not. By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. I find salespeople and others in the trade have difficulty focusing. Imagine if he failed nearly 50% of the time?

Sports 157

Sports Quota B2B Education 157

Veloxy

NOVEMBER 22, 2022

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? You can achieve this managerial game changing experience by using: Salesforce automation : one-click create and update Salesforce records from your inbox or smartphone.

Non-Profits 264

Non-Profits CRM Contact Consult 264

Highspot

OCTOBER 22, 2024

Consistently hitting your sales goals can sometimes feel like a game of darts – you’re trying to hit the target and close every deal, but it can be easy to miss the mark. When organizations analyze sales conversations and deliver coaching feedback, they’re 46% more likely to increase rep quota attainment.

Process 52

Process Objection handling Quota Negotiate 52