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. Accountability is a top-down phenomenon, so if you’re hoping to hold your sellers accountable to specific milestones, quotas, etc.,

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Engage Selling

JUNE 26, 2013

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

JANUARY 11, 2022

We learn how to make high impact sales calls by having lots of conversations with customers–whether through social engagement, email, phone, Zoom, or F2F. We have to continue to practice, we have to develop our skills, learning and improving our ability to execute.

Cross-sell 149

Cross-sell Quota High impact Prospecting 149

Partners in Excellence

MARCH 26, 2021

Quota is something we pass on the way to achieve the goals we have set for ourselves. It is the stuff we have to do to create those fantastic moments–a high impact meeting, a win, a breakthrough on a difficult project/problem. To do more with less. We stretch beyond the expectations of our managers.

Quota 139

Quota High impact Meeting Customers 139

Partners in Excellence

JANUARY 26, 2021

” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations. The percent of people making quota continue to decline. We focus on the numbers and not what the numbers mean. And we are still failing.

Process 147

Process Sales B2B Quota 147

Partners in Excellence

MAY 3, 2022

” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You are behind your YTD quota. For example, in our company a key metric is the number of high impact conversations we have with prospects a week. ” This is when things get interesting.

Quota 132

Quota Pipeline CRM High impact 132

Partners in Excellence

APRIL 24, 2012

Many will say, “Dave, I have a plan and goals–my goal is to win a deal, my goal is to make quota… ” This is insufficient, the highest performers we have to know what path we are going to take to achieve our goal. .” I’d like to add a corollary, “It helps to pay attention to the signposts.”

Quota 103

Quota Territory High impact Process 103

Partners in Excellence

MAY 15, 2024

We all know the data plummeting win rates, quota attainment, tenure, engagement, declining retention, and more. As much as too many of today’s leaders would prefer to ignore, business is about people engaging people in meaningful, high impact ways. Quality and consistency.

GTM 139

GTM Quota Technology Technology 139

Partners in Excellence

AUGUST 11, 2023

And we wonder why fewer and fewer people are achieving their quotas/goals. ” For things that worked well and were highly impactful, look at how you continue to do those things that worked. As leaders, we know the importance of coaching and developing our people, but year after year, we see managers spending less time at this.

Quota 118

Quota High impact Sell Service 118

Partners in Excellence

AUGUST 27, 2012

Or I talk about sales call planning, spending time thinking about what you want to achieve so you can execute high impact sales calls. Are you managing your time–your impact and effectiveness, or are you the victim of time?

Quota 115

Quota High impact Strategize Closing 115

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

Partners in Excellence

SEPTEMBER 17, 2020

” With my team, a critical activity metric is “number of high impact prospecting conversations per week.” Yet too many managers blindly set this 3X metric and beat sales people u p, I mean “coach” sales people, “You need to get more in your pipeline!”

Pipeline 121

Pipeline Quota Meeting High impact 121

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. Building an outbound motion that captures demand efficiently.

Quota 96

Quota Pipeline Go To Market Up-sell 96

Highspot

APRIL 1, 2025

Short, high-impact coaching: 10-15 minutes In-depth coaching: 20-30 minutes Rapid decision-making under pressure: 5-10 minutes AI Role-Play Scenario Planner Use this planner to outline personalized AI role-play situations for your sales managers. Help them build confidence in handling objections.

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

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. Motivate Reps. As a sales manager, you're a motivator for your reps.

Sales 99

Sales Quota Commission Drivers/motivators 99

Partners in Excellence

APRIL 8, 2021

This is more than just saying, “Here’s your territory, here’s your quota, here’s your comp plan. For example, if a sales person is struggling with high impact customer meetings, managers should participate, setting an example to help the person see what great performance looks like.

Territory 108

Territory Up-sell Quota High impact 108

Highspot

NOVEMBER 25, 2019

But tips focused on individual changes ignore the impact that a process-driven approach can have on your business. Formalizing your productivity strategy empowers your entire sales team to regularly meet — and exceed — quota. The faster a salesperson meets quota, the more productive they are. Percentage of reps meeting quota.

Product 52

Product High impact Quota CRM 52

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

Salesforce

FEBRUARY 21, 2024

Sales quota attainment Review each rep’s performance in meeting or surpassing their sales quotas to gauge their deal-closing effectiveness and revenue contribution. Positive feedback example : “Exceeds monthly and quarterly sales goals by at least 10% consistently by strategically targeting high-value clients and sectors.”

Objectives and Key Results 105

Objectives and Key Results Construction Sales Clients 105

Partners in Excellence

DECEMBER 23, 2015

Why improve your ability to capture the customer’s imagination by planning a high impact sales call, when your tools just start dialing, connecting, and all the sales person has to do is read a script? Bluntly, if you aren’t raising the quota expectations when you implement these tools, then what are you paying for?

Quota 68

Quota High impact Up-sell CRM 68

Partners in Excellence

JUNE 4, 2019

My response to Mike: Mike: I certainly hope this isn’t an example of your personalization approaches, and what your company thinks of as high impact marketing. Nevertheless, if you decide to consider our app as something that can help salespeople reach their sales quota, I’ll be happy to share how it works.

Campaign 72

Campaign Quota High impact Education 72

Partners in Excellence

JUNE 30, 2023

We need to look at, organizationally, processes, responsibilities/accountabilities very differently if we are to engage our customers in high impact ways. We see YoY declines in performance and quota attainment. The processes are intertwined and interleaved through the life cycle of our relationships with our customers.

Assembly Line 62

Assembly Line High impact Quota Technique 62

CloserIQ

OCTOBER 3, 2019

But once the noon hits, my energy disappears, and I struggle to complete high-intensity tasks. . The rest I fill in with high-impact work – prospecting, calling and engaging my leads. . They strive to hit the daily quota of calls they set for themselves. Strategy #5. Focus on One Activity Type at a Time. Why does it work?

Quota 61

Quota Sales CRM Follow-up 61

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.”.

Pipeline 69

Pipeline Presentation Networking Up-sell 69

Gong.io

NOVEMBER 16, 2022

How do we ensure more sales reps are at the top end of the curve — outperforming, beating quota consistently, and bringing colossal deals every single quarter? I am talking about high-impact, effective, data-driven coaching. Your sales organization operates as a bell curve. We’ve covered that. . But not just ANY coaching.

Finance 71

Finance Quota High impact Drivers/motivators 71

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

JULY 21, 2014

Instead of chasing 100 campaigns, align your team around one high-impact growth goal. ” People are afraid to test new strategies because the risk of losing money or making a mistake is incredibly high. Team members are afraid that they’ll lose their jobs if they fail to hit traffic or lead generation quotas.

Engineering 78

Engineering Growth Quota Campaign 78

Gong.io

SEPTEMBER 26, 2022

Click here to get our free high-impact sales pitch template (with scripts). . Quota attainment. It means they need to “wake” their prospects and keep them from getting bored. Examples include introducing a new speaker, playing a video, and sharing a compelling story. Practice active listening. Pipeline coverage. Meetings booked.

Objectives and Key Results 108

Objectives and Key Results Pitch Pipeline Sales 108

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

Heinz Marketing

MARCH 29, 2021

And so it’s been really fun, to answer your question, it’s been super interesting and it’s been fun to be high impact as far as the Ambition right now. They get commission when they hit quota, they get paid. Because ultimately that’s what sales leaders care about. They’re cool.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Partners in Excellence

OCTOBER 8, 2017

The data on quota and revenue performance is getting worse, not better. Customer feedback on the ability of sales people to engage in meaningful, high impact ways is plummeting. Sadly, too many organizations have not yet mastered these. Too many are doing the same things they have always done, just at a more frenzied pace.

Sales 66

Sales Quota High impact Growth 66

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. 5 Benefits of CRMs Customer data management. Sales reporting.

CRM 78

CRM Contact Contract Objectives and Key Results 78

Gong.io

JULY 21, 2021

to “ You hit quota! Where the burden falls most heavily is on frontline managers; however, we can all agree that for new reps to continue to develop and grow in their roles, their managers need to continuously find high-impact coaching opportunities. Growing your sales team is incredibly exciting. never comes fast enough.

Negotiate 62

Negotiate Quota Price High impact 62

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 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

Sales Hacker

APRIL 17, 2019

Skill Pill provides micro-learning and gamified learning apps, delivering high-impact training when and where you need it. RELATED: Become a Google Chrome Powerhouse: 60+ High-Performing Chrome Extensions for Sales Professionals. Your most important deadline is probably at the end of the month or quarter, when your quota resets.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

Hubspot

JULY 31, 2013

If you can balance your long-term relationships with short-term quotas, you''ll find that your success grows in both respects.". You have the chance to wear many different hats in a fast-paced, high-stakes, high-impact role. 2) Truly Believe in What You’re Selling. John Dukes, Sales Manager. Follow @DukesJ.

Prospecting 78

Prospecting Pitch Cross-sell Consult 78