SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. Just a few bits of advice here: Focus as much on New Net Customer Growth and Logo Retention / GRR as NRR.

Quota 130

Quota Customers Account management Sales 130

Hubspot

JULY 30, 2024

Closing Statement 6 Kristi, I understand you attended our recent webinar to: Assess our products and services for an imminent project Prepare for a project later this year Gather information for your professional growth Please let me know which scenario best describes your situation. I am happy to discuss the topics we covered in the webinar.

Closing 85

Closing Quota Healthcare Tradeshows 85

Partners in Excellence

APRIL 22, 2021

I wrote about Product Led Growth. What would happen if we adopt a Problem Focused Growth Strategy? We have to recognize the tremendous advantage–from a growth point of view—that the problem solving orientation has over the product led growth has. What if we changed our point of view? What’s this mean?

Growth 147

Growth Quota Customers Promote 147

Partners in Excellence

NOVEMBER 6, 2024

In discussing the strategic goals for the organization, most take the numbers, run the math based on growth objectives, identifying plans for the coming year. I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?” Anyone can run the numbers.

X-functional 127

X-functional Strategize Quota Pipeline 127

SaaStr

DECEMBER 25, 2024

But even with a higher quota than $500k, you wont hit a yielded quota that high. But at least by then, your growth will slow down without the human horsepower. Youll need another sales rep at least per every $500k in new ARR. In the early days, the CEO may do it all, or a single hero rep. And reps take time to scale.

Quota 105

Quota Networking Start-ups Growth 105

Iannarino

APRIL 18, 2023

Winning one enterprise-level deal can retire your quota for the year. Sales organizations that pursue growth need to create new opportunities with high revenue potential. These large clients have greater needs, spend more money, and meet with multiple sales organizations. Without these opportunities, your revenue can stall.

Closing 277

Closing Quota Gaming Clients 277

Sales Hacker

DECEMBER 10, 2024

Martin attributes this extended timeline partly to early missteps but also to the inherent challenges of this growth phase. Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time. “0 to 1’s really hard.

GTM 109

GTM Construction Quota Growth 109

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Momentum, experiential learning, adaptability, and personal growth based on what you put in or take out of your pipeline. Pipeline reviews involve flows and paths to success, quota. Pay To Play.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Salesforce

SEPTEMBER 28, 2023

” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. 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.

Quota 116

Quota Territory Pipeline Sales 116

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

MAY 4, 2023

While NRR remains high, new customer growth as slowed to 13%, down from 24% a year ago and 32% in 2021. And I think it’s also telling, as it summarizes what has happened all across SaaS sales in the past 24 months: Their top reps are still closing, and closing well — at 129% of quota. Billion in ARR !

Quota 129

Quota Closing Pipeline Growth 129

SaaStr

JANUARY 8, 2025

In the latest episode of our SaaStr CRO Confidential podcast, host Sam Blond sat down with Lindsey Scrase, COO of Checkr (and former CRO), to discuss her tactics for driving growth at the background screening unicorn. So within her first year, Lindsay identified these core areas that helped accelerate Checkr’s growth.

Objectives and Key Results 118

Objectives and Key Results Growth Engineering Quota 118

SaaStr

MARCH 5, 2025

In our most recent episode of CRO Confidential , hosted by Sam Blond , Graham Moreno , VP of Worldwide Sales at Codium, shared invaluable insights on what drove this growth, the challenges they faced, and how other SaaS companies can replicate this success. Key Growth Drivers 1.

Territory 75

Territory Drivers/motivators Quota Pipeline 75

Martech

JULY 17, 2024

Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. 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. Sound familiar?

GTM 101

GTM Product Strategize Drivers/motivators 101

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. It means predictable growth and instilling discipline regarding close dates, rating of deals and next sales process steps. Creating Forecasts and Quotas. Drilling Down.

Quota 232

Quota Pipeline CRM Closing 232

SaaStr

SEPTEMBER 27, 2024

At this year’s SaaStr Annual, Rippling’s CRO, Matt Plank, chats with Sam Blond, host of the SaaStr CRO Confidential and former CRO at Brex, about Rippling’s top 3 growth tactics, which have led to the Rippling becoming a $14B company with several hundred million of ARR. Those SDRs had quotas of 50-60 demos per month.

Growth 128

Growth Quota Account management Cold Call 128

SaaStr

MARCH 3, 2022

Dear SaaStr: What’s the Relationship Between OTE and Quota for a SaaS Salesperson? In most SaaS companies, a sales rep’s quota is in the end 3x-5x their OTE (i.e., A field rep hunting “Big Deals” (six figures and up exclusively) usually has a quota of $1m-$1.5m salary + target bonus). appeared first on SaaStr.

Quota 118

Quota Closing Sales Growth 118

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. Year-end can be the most exciting time in sales. It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

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

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. The second question is quota. There, you have to be much more careful what quota you retire for multi-year deals. Approaches vary here.

Quota 114

Quota Commission Sell Contract 114

SaaStr

MARCH 13, 2025

Heres what Id look at: Pipeline Growth : Have they increased your pipeline metrics? Revenue Impact : Have they driven revenue growth? And are those reps hitting quota or at least showing signs they will? Waiting another 6-9 months will only cost you a year of growth. If your pipeline hasnt improved, thats a red flag.

Pipeline 68

Pipeline Contract Quota Growth 68

Partners in Excellence

DECEMBER 2, 2024

Here are some things I look for: Open, growth oriented mindsets: Leaders who have their “playbook,” implemented in every role they take are limited in their ability to maximize the performance of their teams. The ability to innovate, adapt, change is critical to the growth of any organization. They are continuous learners.

High impact 127

High impact Quota Growth Drivers/motivators 127

SaaStr

JANUARY 20, 2022

How to check on a competitor's growth plan: 1/ Search on LinkedIn how many sales reps they have 2/ Multiply by $500,000 ($250,000 if SMB). Sales is still a people-driven business, and quotas and attainment haven’t really changed all that much over the years. That's how much in bookings they plan to add this year.

Growth 125

Growth Quota Up-sell Closing 125

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 6, 2025

I.e., both hitting quota. Bear in mind, you need to give the candidates enough data about the company (ARR, growth, # of folks, motion, etc) so they can answer. Look, your VP of Sales can’t be a quota-carrying rep forever. and make them successful first. So you can practice what you preach, and know of what you are hiring.

Quota 74

Quota Sales Up-sell Lead generation 74

Anthony Cole Training

DECEMBER 14, 2023

It requires a concentrated effort and the growth of each team member. Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).”

Quota 191

Quota Sales Growth Closing 191

SaaStr

JANUARY 15, 2025

.” Fast forward to today, and six years later, Marchelle has built a 25+ person SMB sales team handling both high-volume inbound and outbound that has helped Mangomint achieve its incredible growth. ” From growth teams, to support teams, Mangomint’s standard it turning its own employees into product experts.

Contract 110

Contract Sales Cold Call Trust 110

Veloxy

MAY 25, 2021

Aside from the basic initial training, not every company invests in the professional growth of their sales personnel. When it comes to activity based rewards, your reps would definitely love to unwind after pushing hard to hit their quotas. Extrinsically, employees work towards an arbitrary quota set with the promise of a reward.

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

SaaStr

OCTOBER 27, 2023

Q: When Should A Slow Growth Company Hire a Head of Sales? As a sales leader, you can’t own a full quota and manage eight reps. Should a VP of Sales hold a quota? Whether you’re a slow-growth company or a rocketship, a great VP of Sales will make everything a little bit better quickly. Sometimes, yes.

Strategize 110

Strategize Growth Niche Quota 110

Veloxy

APRIL 28, 2021

Along with a few ideas on how the tech can help them hit and exceed their quotas. The same sales report defined Sales AI as the top growth area for sales teams. If you bombard your team with non-selling activities, even the best sales rep will be unable to hit their quotas consistently. What are AI Sales Assistants?

Cross-sell 289

Cross-sell Sales Quota Up-sell 289

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. In this regard, Veloxy is the ideal partner for your growth.

Product 246

Product Territory Objectives and Key Results Sales 246

SaaStr

MARCH 30, 2025

Dear SaaStr: What Quotas Should My VP of Customer Success and VP of Product Have? #5. The Revenue Playbook: Ripplings Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank and Board Member Sam Blond #5. You Are Probably Doing Email All Wrong #2. Could Block Be the Death of the AI SDR? #3. A New Record. Top Pods: #1.

Start-ups 65

Start-ups Up-sell Sell Quota 65

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Once you know what makes your sales velocity spike, then you’re on your way to successful business growth. . With Veloxy , you can empower your sales team to exceed their sales quotas faster and easier.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Highspot

MARCH 6, 2025

Regular performance reviews transform feedback into a growth tool. Thats the difference between a sales team just getting by and one crushing quotas. Evaluations provide a clear roadmap for growth. Think 10% growth over a quarter, not 50%. Follow with growth areas and end with encouragement.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

SaaStr

FEBRUARY 9, 2024

In this latest episode of CRO Confidential , Sam Blond, Partner at Founders Fund and former CRO at Brex, sits down with the CRO of Zapier, Giancarlo Lionetti (GC), to chat about Product-Led Growth (PLG) and Go-To-Market (GTM). In a product-led growth strategy, the product serves as the focal point of your company’s marketing and strategies.

Go To Market 127

Go To Market Growth GTM Product 127

SaaStr

NOVEMBER 3, 2023

We’ll share the answers in today’s brand new episode of CRO Confidential, where our host Sam Blond, partner at Founders Fund, sits down with Toast CRO, Jonathan Vassil to talk about their proven customer acquisition strategies that led to its record-breaking growth. Inside reps have the same quotas and expectations.

Growth 107

Growth Territory Referrals Customers 107

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. Sales champions are key contributors to a sales teams success. You know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78