A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are a fail in most sales circles. Unfortunately, deal reviews can be all over the place.

Intrinsic 130

Intrinsic Quota Sales Closing 130

Openview

FEBRUARY 5, 2018

As a sales leader, you are evaluated by the success of your team – for better or worse. This is the most important role of a leader (in any department, not just sales). If you expect them to stay late at the end of the quarter to catch up on quotas, you’d better stay with them. Radical Ownership. Ongoing Education.

Extrinsic 72

Extrinsic Intrinsic Quota Drivers/motivators 72

A Sales Guy

AUGUST 28, 2017

You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? If used correctly, the CRM is the by far the best tool you have to manage the entire sale, from contact to contract and therefore make you a better salesperson. I remember my first sales job. I feel you.

CRM 125

CRM Sell Cold Call E-commerce 125

Hubspot

SEPTEMBER 13, 2018

Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. TED Talks for Sales. Sirolli explains how to listen to the people you're trying to help -- take this lesson and apply it the next time you're on a sales call with a prospect. The world is changing exponentially.

Intrinsic 101

Intrinsic Drivers/motivators Trust Sales 101

Sales Hacker

NOVEMBER 9, 2021

??. In this episode of the Sales Hacker Podcast, we have Gianna Scorsone , GM/Head of North America at Aircall , where she lives out her dream to scale the channel program and to empower diverse employees and leaders. Subscribe to the Sales Hacker Podcast. Gianna’s origin story in sales [4:50]. powered by Sounder.

Intrinsic 108

Intrinsic Drivers/motivators Quota Consult 108

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. That’s why we tapped frontline sales leaders to help. Start training: Build the Soft Skills & Technical Know-How You Need to Advance Your Sales Career.

Growth 98

Growth Quota Intrinsic Cross-sell 98

A Sales Guy

FEBRUARY 6, 2017

If you’re a sales manager, or the CRO, or even CEO, go look at the opportunities your sales people have put in the CRM. The motivation or the reason an organization is looking to buy is the greatest and most important piece of information in the sales process, yet few sales people know it, document and even worse sell to it.

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

Highspot

MARCH 9, 2022

We’ve all had experiences with sales leadership. And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Why is sales leadership important?

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder.

Process 112

Process Drivers/motivators Intrinsic Territory 112

SalesLoft

OCTOBER 30, 2018

What would a 10 percent increase in annual sales mean to your organization? This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Compensation plans need to evolve with organizational objectives and sales strategy.

Quota 52

Quota Intrinsic Commission Sales 52

Sales Hacker

APRIL 12, 2018

Bad sales hires are painfully expensive. It’s a helluva lot more expensive when you’re in the dark about how to hire your VP of Sales. Take this founder of a startup that I just spoke to—they churned their VP of Sales after he crashed and burned in less than 14 months. How do you end up hiring the wrong VP of Sales?

Intrinsic 71

Intrinsic Quota Sales Up-sell 71

SalesLoft

JULY 16, 2019

In this episode of the Hey Salespeople podcast , PatientPop’s VP of Inside Sales has a very frank discussion with Jeremey about sales compensation. Kevin and Jeremey dig into what’s broken in sales compensation, and how it has created lazy managers and pushy salespeople. He is the VP of Inside Sales at PatientPop.

Commission 53

Commission Intrinsic Drivers/motivators Inside sales 53

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. For us here at Drift, [CRO is] really a fancy title for head of Sales. My responsibility is really sales motivated, and then partnership and alliances within the organizations. I think with category creation and the sales process, essentially you’re selling twice.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

Outreach

FEBRUARY 11, 2022

In this article, you'll find a list of eleven tried-and-true strategies for motivating your sales team to ensure they improve your company’s bottom line not just in the short term but continuously over time. Public displays of recognition don't always have to be shout-outs on internal sales meetings , of course.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Meghan Gill | VP of Sales Ops @ MongoDB. All right everyone, thank you so much for joining us today for our panel on how to design a sales comp plan to get you to 100 million dollars. FULL TRANSCRIPT BELOW.

Territory 60

Territory Contract Cross-sell Drivers/motivators 60

Closer's Coffee

OCTOBER 17, 2022

According to careerexplorer.com , sales representatives report 2.5 out of 5 stars when asked about job satisfaction which puts sales in the lowest 5% for overall career satisfaction. As a result, more and more companies are adopting this idea of Gamification within the culture of their sales teams. It’s a win-win situation.

Drivers/motivators 52

Drivers/motivators Intrinsic Sports Teamwork 52

Cerebral Selling

OCTOBER 30, 2022

And as someone who started their career as a research scientist before spending two decades in the B2B sales trenches, this experience helped me connect so many powerful data points for how we navigate our careers and interact with customers. The mindset we bring to our sales interactions is no different. Sometimes you win.

Quota 233

Quota Sales Intrinsic Negotiate 233

Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

GTM 97

GTM Quota Drivers/motivators Sales 97

Salesforce

SEPTEMBER 25, 2024

Sales incentives can be a valuable tool to get your team fired up, but they’re not one size fits all. Figuring out the best sales incentives structure to motivate your reps can make a big difference in some cases — helping them come to work energized and eager to get results. What you’ll learn: What are sales incentives?

Commission 95

Commission Drivers/motivators Territory Sales 95