Engage Selling

JUNE 26, 2013

Sales Coaching Pipeline Management sales quota The Sales Leader two face coaching system' Sales Coaching Pipeline Management sales quota The Sales Leader two face coaching system'

High impact 48

High impact Pipeline Quota Up-sell 48

Partners in Excellence

SEPTEMBER 17, 2020

Let’s look at some examples: Pipeline coverage is a critical indicator of our ability to meet our goals. Yet, somehow, most managers say, “Your pipeline has to have 3 times coverage!” If a sales person has a 50% win rate and the right average deal size, her pipeline only has to be 2 times.

Pipeline 121

Pipeline Quota Meeting High impact 121

Highspot

DECEMBER 21, 2022

Trying to build a high-impact sales team? In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. to familiarize new sales managers with all company solutions and how they impact sales processes. Leading with accountability.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Highspot

APRIL 1, 2025

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. Is it a 1:1 coaching session, pipeline review, or deal strategy discussion? 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

SaaStr

JANUARY 28, 2022

But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? This model worked backward into pipeline quotas which defined how much revenue they needed to create every week, month, and quarter. Enter your email below for the latest SaaStr updates.

Quota 96

Quota Pipeline Go To Market Up-sell 96

Highspot

FEBRUARY 3, 2025

To eliminate silos and rally your teams behind the high-impact activities that drive business outcomes, you need shared visibility into what works and what doesnt. Without alignment across systems, tools, and data, your teams cant execute your go-to-market strategies effectively and achieve desired business results.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Heinz Marketing

AUGUST 27, 2018

For almost three years now, we’ve been producing a weekly radio program called Sales Pipeline Radio ( live every other Thursday at 11:30 a.m. Matt Heinz: Welcome, everybody, to another episode of Sales Pipeline Radio. Thank you for taking time to join us on the Sales Pipeline Radio today. Today is no different.

Pipeline 63

Pipeline Objectives and Key Results Sales Inside sales 63

Gong.io

SEPTEMBER 26, 2022

With these insights, you can replicate their success across your team and push more deals through your sales pipeline. Click here to get our free high-impact sales pitch template (with scripts). . Have weekly sales pipeline reviews. There’s no rule on how often you should run pipeline reviews. Pipeline coverage.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

Partners in Excellence

SEPTEMBER 5, 2016

” Or it’s expressed in outcomes, “Exceed quota.” ” To this, I normally ask, “how do you know you are doing the things that enable you to exceed quota?” .” Alternatively, they describe it in other vague terms, “I want to hire only A players, I want us to be seen as a leader.”

Cross-sell 61

Cross-sell Quota Pipeline Represent 61

Hubspot

JULY 9, 2019

In this guide, we'll cover the reasons why getting sales management right is so important as well as some sales management strategies, duties, and resources to help your team become high impact players for your business. Set Goals and Quotas. Sync with your CRM to track your entire pipeline. Motivate Reps.

Sales 99

Sales Quota Commission Drivers/motivators 99

Hubspot

NOVEMBER 9, 2022

Jill Fratianne , a Partner Channel Manager at HubSpot, says, “In any new year, there are new quotas, tremendous amounts of change, some you may like, some you may not…the most important thing to focus on is to quickly pivot, remain positive, and make a plan.”. Clean out your pipeline. A new year calls for spring cleaning.

Pipeline 69

Pipeline Presentation Networking Up-sell 69

Salesforce

FEBRUARY 21, 2024

If you want to improve everything from your pipeline velocity to compensation plans to retention rates and skill development, you have to prioritize your performance review process. Positive feedback example: “Expertly juggles 10+ client accounts while maintaining high-quality interactions.

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Gong.io

DECEMBER 22, 2021

I mean, how do you coach someone when you see the results of their work (quota), and not how they work (inside their conversations with customers)? . Managers review a few calls (usually at high speed) and they keep an eye on big numbers, like quota. Historically, sales coaching focused on training and hitting quota.

Objectives and Key Results 62

Objectives and Key Results Sales Quota Strategize 62

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed. Pipeline management and sales forecasting.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Closing Bigger

AUGUST 22, 2024

” According to Forrester Research, sales leaders who effectively employ AI are twice as likely to hit their quota compared to those who do not. By leveraging AI, sales leaders can free up time to focus on high-impact activities like coaching their teams, building relationships with key clients, and developing long-term strategies.

CRM 52

CRM Strategize Sales Technology 52

Sales Hacker

OCTOBER 30, 2018

Jennifer Brandenburg is an industry sales leader in building high impact organizations that are repeatable, measurable and predictable. She has more than 20 years of deep enterprise sales experience managing sales operations and growing sales organizations in the high technology industry.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

SalesLoft

SEPTEMBER 27, 2023

Being a full cycle AE I am constantly trying to juggle tons of spinning plates, giving new customers the best buying experience possible whilst ensuring that my new business pipeline is always topped up with fresh opportunities. Ryan Constantino, Account Executive at Salesloft Let’s be honest, selling is a rollercoaster right now.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 52

Sales Hacker

OCTOBER 7, 2021

She thrives at the corner of career and culture and is passionate about building a diverse pipeline of future sales leaders. I’m passionate about inbound and outbound pipeline generation, workflows and processes, and cross-team collaboration. I managed a team of senior sales people and carried an individual quota.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Salesforce

JULY 28, 2022

Refocus on delivering value, not hitting quotas. Instead of obsessing over quota attainment, find ways to deliver more value and support to your existing customer base so they know their investment is worthwhile — and won’t disappear. Talk of an impending recession likely has your customers worried. Explore your new digital HQ.

Cross-sell 98

Cross-sell GTM Quota Contract 98

SaaStr

DECEMBER 20, 2019

What can be done to ensure not only full but high quality top of funnel? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does Manny think about quota construction today? Does that makes sense?

Territory 69

Territory Quota Cross-sell Pipeline 69

SaaStr

MAY 3, 2019

What can be done to ensure not only full but high quality top of funnel? * Why does Manny believe it is so important to track pipeline coverage as one of your core metrics? What does good look like when it comes to pipeline coverage? How does Manny think about quota construction today? Does that make sense?

Territory 61

Territory Quota Cross-sell Pipeline 61

Sales Hacker

JUNE 20, 2019

6) Hiring in Sales Enablement is often a result of a company moving into hyper-growth mode or after finding their sales team woefully under quota. (A 7) The Sales Enablement function is being asked to deliver visibility into the actual impact their coaching has on the team. Do you review the forecast and make sure pipeline is clean ?

Quota 84

Quota X-functional Strategize Start-ups 84

Hubspot

MARCH 10, 2025

Every sales leader has been there: Your inbox is seemingly flooded with leads, but your pipeline feels emptier than ever. But without a clear way to prioritize the best opportunities, even top-performing sales teams struggle to consistently hit their quotas. Use HINKLs to expand your funnel and hit sales quotas.

Growth 46

Growth Quota Pipeline Trust 46

Salesforce

MARCH 3, 2025

This minimizes errors and keeps everyone in the loop, leading to a healthier sales pipeline. Standardization and compliance It helps you stay compliant with regulatory standards by collaborating with legal teams to vet contracts, flag high-risk clauses, and adjust terms to meet industry regulations.

Legal 59

Legal Contract Finance Non-Profits 59