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 72

Territory Drivers/motivators Quota Pipeline 72

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

Salesforce

JANUARY 9, 2025

As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. The State of Sales Report found 76% of sales representatives say that enablement strategies , such as support materials, product training, technology training, and one-on-one coaching, prepare them to make quota.

Closing 98

Closing Represent Territory Lead generation 98

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. Why are territories carved the way they are? It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Veloxy

DECEMBER 9, 2024

Integrate key performance indicators that align with your company’s growth targets so your team sees how their everyday activities contribute to the larger mission. Use automation to assign leads based on criteria like territory or deal size. Do you want to hit your next quarter’s sales quota with utmost confidence?

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

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

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Related: The New Growth Formula: Customer Success + Predictive Sales. Consider new territory rules that reflect changes in the market (and your business).

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Territory Quota Strategic planning Sales 119

Veloxy

MARCH 15, 2023

Revenue enablement vs sales enablement 5 rev enablement best practices 7 steps to build a rev enablement strategy How to become a rev enablement manager Download SBI Growth’s Revenue Enablement Chart – Great Resource for You! This leads to increased revenue growth and improved financial performance. Let’s get started.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

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 105

Growth Territory Referrals Customers 105

Partners in Excellence

OCTOBER 12, 2021

” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal. But as we dove into the numbers they were really failing to achieve the overall corporate growth goals. We sellers are responsible for executing the company growth strategies with our markets and customers.

Territory 135

Territory Quota Growth Account management 135

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

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Quota Growth Territory Commission 52

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. The mapping process impacts both rep performance and revenue growth. This guide walks you through how to design and optimize your sales territory map. This guide walks you through how to design and optimize your sales territory map.

Territory 59

Territory Objectives and Key Results Sales Drivers/motivators 59

Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) ” It could be an account, collection of accounts, industry segment, or geographic territory. It’s up to us to maximize the results produced in that territory.

Territory 118

Territory Account management Quota Strategize 118

Salesforce

AUGUST 15, 2023

If creating a sales team is like building a car, then territory management is where the rubber meets the road. But not all territory management is created equal. But first, let’s get clear on what territory management means. Watch the demo What is territory management? Let’s take a look.

Territory 52

Territory Healthcare Quota Pipeline 52

SaaStr

AUGUST 21, 2024

Shopify is seeing growth accelerate. And importantly, like Shopify, they expect that level of growth to continue. But it’s now pushing deeper both into international and into other verticals to sustain growth. #9. Predicting 29% Growth Going Forward, Too. Canva is on fire at $2.4 No downturn there. It’s at $1.3

Territory 119

Territory Referrals Growth Quota 119

Salesforce

APRIL 2, 2025

Implementing a product-led growth (PLG) strategy significantly increases the likelihood of converting these prospects into paying customers. This ensures that the product or service effectively drives sales and customer growth. Revenue per user (RPU): RPU is the revenue a company generates from each user.

Product 77

Product Territory Sales Price 77

Veloxy

MAY 3, 2022

SBI Growth. Sales quota. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist. SBI Growth Advisory's KPI Dashboard. SBI Growth Advisory's KPI Dashboard. Greg Alexander. Nancy Nardin. Jeb Blount.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 107

Go To Market Territory Technique A/B testing 107

Salesforce

NOVEMBER 15, 2024

Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Instead, it’s a basic requirement for teams and organizations that seek rapid, sustainable growth. Here’s why: Potential for growth: Highly motivated SDRs actively seek organizations that offer opportunities for career advancement.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory. Overall, outside sales appears to be the more profitable option.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Miller Heiman Group

AUGUST 25, 2020

They need an integrated solution—specifically, Korn Ferry’s Accelerating Revenue Growth solution that combines hiring, assessment, training and coaching—to guide them through the sales talent development process. Those that do often model their vision of a top performer after sellers with the highest quota attainment.

Growth 75

Growth Territory Quota Sales 75

SaaStr

JANUARY 31, 2022

Successful strategies rely on the ability to land and expand, hire for growth, implement ABM and account planning, and pivot with agility. It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. Hiring For Growth. Territory Development.

Cross-sell 98

Cross-sell Territory Quota Networking 98

Veloxy

JULY 14, 2023

It’s about finding the optimal path that seamlessly integrates with your sales strategy, empowering you to exceed quotas and surpass customer expectations. Photo of Badger Maps GeoPointe GeoPointe is a popular choice among Territory Managers who oversee multiple field sales representatives. Let’s do this!

Territory 130

Territory Gaming Drivers/motivators Sales 130

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. AEs are held to quotas. You’ll be moving around constantly: Around the city, region, state, country, or even world. Regional Sales Manager. Sales managers and regional sales managers lead teams of SDRs, reps, and, sometimes, account managers.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

OCTOBER 25, 2016

This thinking causes us to miss huge growth opportunities, and short changes the account of the value we might create with them! This mindset isn’t different from the hunter assigned a geographic or industry oriented territory. Our goal in every territory is to maximize our penetration of the territory.

Territory 96

Territory Account management Cross-sell Retail 96

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. After all, the reps have quotas to hit and there’s currently too much commentary of AI being aspirational as opposed to practical. Of course, we can’t rightly blame anyone.

Sales 223

Sales Non-Profits CRM Pipeline 223

SaaStr

JANUARY 9, 2023

It’s just your growth rapidly decays, usually in just one quarter. Third, you often increase quotas in sales. But the problem is growth immediately falls — and then decelerates from there. Just make sure you have a plan later that same year to recapture that lost territory. Second, you slow or stop sales hiring.

Strategize 131

Strategize Territory Referrals Quota 131

Sales Hacker

DECEMBER 21, 2017

Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth. Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. Sales growth and operating plan. Territory design. Operations.

Territory 106

Territory Non-Profits Contract Quota 106

Hubspot

OCTOBER 20, 2021

Overpopulating Territories. That means more room for error — particularly when it comes to misallocating staff or accidentally overpopulating your existing territories. Well, you start by looking at three key factors: A territory's potential, its existing accounts, and your reps' broader workload. Hiring Out of Desperation.

Territory 91

Territory Objectives and Key Results Quota Sales 91

Partners in Excellence

FEBRUARY 17, 2014

Everyone is focused on quota performance. Our quota, our target, whatever we call it, it’s the number we have to achieve this year. Our quota performance, year to date, is a trailing metric. We’ve hit the end of the month, we look at quota attainment and see that we are really behind our number.

Quota 111

Quota Territory Pipeline Up-sell 111

SaaStr

OCTOBER 5, 2020

By round-robin, by territory, by whatever. You have to have quotas that 80% of the reps can achieve. But if 80%+ of your reps are great … 80% of them should be able to achieve quota. Having a minority of reps hit quota helps no one. Let’s step back for a minute. Usually – no. Not directly.

Territory 116

Territory X-functional Quota Sales 116

Hubspot

AUGUST 27, 2012

What kind of career growth options do you think women starting out in sales should know about? And, we supported each other’s growth. Should executives be making a push to fill a "gender quota"? But, by the time I left, 8 of the top 10 reps in my region were women. Also, tons of women are starting their own businesses.

Quota 78

Quota Sales Territory Government 78

Veloxy

JUNE 23, 2021

Sure, it may seem challenging at first, but assembling a winning sales team is key to bolstering the growth of your business. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. You simply can’t wait for this to happen down the line.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). To hit $8M, a VP of Sales would hand out $10M in quota @ $2M/IC. Each IC would be assigned to a region.

Territory 91

Territory Quota Sales Manufacturing 91

Hubspot

OCTOBER 2, 2019

Here are some performance metrics to consider for your sales reps: Individual Quota Attainment - The percentage of the sales target reached for each sales rep in a given month or sales period. Conversely, if your entire team is hitting or surpassing quota without question, your goal may be too conservative. Image Source: SAP.

Territory 99

Territory Quota Commission Sales 99

Salesforce

OCTOBER 8, 2024

Brick-and-mortar stores, dynamic e-commerce platforms, and direct sales approaches like social media marketing play a crucial role in driving business growth. Example: High Volume Sound wants to reach more customers by expanding into the European region. What you’ll learn: What are sales channels?

Territory 88

Territory E-commerce Profit margin Sales 88

Partners in Excellence

NOVEMBER 22, 2011

Scenario : You have two sales people, each with $1 Million quotas. Most of the time, the first answer people give is, “There is no difference, each person did the same and over achieved their quotas. Or they can make their number with one or two customers, so they ignore all the other customers in their territory.

Sell 105

Sell Quota Territory Product 105