Sales Hacker

OCTOBER 26, 2021

If you missed episode #183, check it out here : Dear Sales Team, Set Your Own Quotas, with Tom Glason. Kerry Hudson: I had a unique opportunity after going to school in New York to live in Telluride, Colorado for a couple of years, and met some fantastic people who really informed my leadership style. powered by Sounder.

Process 112

Process Drivers/motivators Intrinsic Territory 112

SaaStr

AUGUST 27, 2019

We are an enterprise VC fund in New York City. Our goal is that there will be at least one new tactic you can take back and try with your teams tomorrow. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 64

Territory Contract Cross-sell Drivers/motivators 64

SaaStr

SEPTEMBER 26, 2019

For instance, my first rep from Marketo, he was the first rep at Marketo in New York. When I started, our very first target country territory was the US, even though we didn’t have an office. The peak of your day starts around 3:00PM because that’s when New York wakes up. Let’s be honest here.

Territory 60

Territory Cross-sell Sales Cold Call 60

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. I’m your host Sam Jacobs, founder of The New York Revenue Collective. Node is creating an entirely new paradigm for sales and marketing professions to grow pipeline and accelerate revenue philosophy. . Kiva Kolstein : We started from Maplewood, New Jersey.

Territory 44

Territory Cross-sell Up-sell Objection handling 44

SalesLoft

JUNE 20, 2019

You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. It was sales, but it really wasn’t hardcore sales because there was no quota. Not just their quota attainment, but also learning and development and opportunities. But I pushed back.

Territory 63

Territory Sales Construction Up-sell 63

Sales Hacker

MAY 5, 2020

This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson , one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse. I started working at Nissan, North America in their regional headquarters. Go to Chorus.ai/saleshacker Tuck my shirt in every day.

Conversion 80

Conversion Cross-sell Up-sell Retail 80

Sales Hacker

OCTOBER 22, 2019

This week on the Sales Hacker podcast, we speak with Catie Ivey , Regional Vice President of Mid-Market Sales at Demandbase. Catie has experience both in sales and marketing roles at Meltwater News, Salesforce, Marketo, and other big-name logos. She’s also worked internationally, with refugee camps and medical ships.

Territory 45

Territory Cold Call Pipeline Up-sell 45

Sales Hacker

OCTOBER 7, 2021

As Compass’s Regional President of North Central, Rachael is responsible for driving revenue growth, M&A integrations, operations, marketing, and customer success across Illinois, Wisconsin, Indiana, and Minnesota. I managed a team of senior sales people and carried an individual quota. When I was reporting to a CEO.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

JANUARY 19, 2021

The Beyond Quota SKO on January 26th, we’re moving away from speaking to salespeople, instead, speaking to people who happen to be in sales. So, take a day on January 26th to engage with the sales community in a new and special way. Sign up for the Beyond Quota SKO at BeyondQuota.SalesHacker.com. Head to Outreach.io/SalesHacker.

Cross-sell 74

Cross-sell Up-sell Objectives and Key Results Start-ups 74

SaaStr

JULY 15, 2020

The idea of a weekend trip from New York, people live in New York, a weekend trip to London probably that’s not going to happen for a very long time. Even if a DoorDash, it could make you an insane amount of money, just doesn’t move the needle in terms of their quota. You’re investing time today.

X-functional 82

X-functional E-commerce Growth Retail 82

SBI

NOVEMBER 7, 2019

San Diego, CA and New York, NY (November 5, 2019) –. more likely to hit quota. Territory Optimization. TerrAlign is a Sales Territory Optimization solution that can result in 5-10% more account visits with the same head count while reducing travel costs. Doug Winter, Seismic co-founder and CEO. Case Studies.

Customers 20

Customers Tradeshows Technology Technology 20

Salesforce

NOVEMBER 8, 2024

Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers. In fact, 61% of sales managers cite quota setting as their biggest challenge. This poses a huge issue for sales departments.

Commission 93

Commission Territory Quota Sales 93

SaaStr

AUGUST 9, 2019

In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time.

Finance 64

Finance X-functional CRM Engineering 64

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

Salesforce

OCTOBER 15, 2024

Businesses typically use sales invoices to calculate financial earnings, quotas , and taxes after they are paid. Sales invoices also serve as a key factor in maintaining accurate financial records. They document transactions and create a permanent record for the company.

Finance 103

Finance Territory Price E-commerce 103

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. You need to know and grow them as whole people, not just walking quota figures. ” You need to know and grow them as whole people, not just walking quota figures. Salespeople dont need rah-rah hype.

Drivers/motivators 52

Drivers/motivators Quota Territory E-commerce 52

Salesforce

NOVEMBER 14, 2024

Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. Although this formula is a good starting point, it doesn’t account for ramp times, churn, or new hire plans.

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

NOVEMBER 15, 2024

Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Pain Points 101 SDR career progression levels In this hypothetical tier system, to graduate out of the SDR role, team members must complete all Level 4 requirements and maintain quota attainment three quarters in row.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

OCTOBER 8, 2024

Example: High Volume Sound wants to reach more customers by expanding into the European region. Look at the number of customers for each channel and ensure you have the sellers and adequate setup to offer coverage to them, such as a partner seller that can cover a specific region.

Territory 91

Territory E-commerce Profit margin Sales 91

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Without this component, it’s impossible to resonate with them.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Salesforce

OCTOBER 14, 2024

Do you trust your sales team to execute on your direction, do the work needed to hit quota, and represent your organization in a positive light? Every sales team has goals, which typically come in the form of a sales quota. (Back to top) 3. Do you trust your team? Here’s where you need to be fully honest with yourself.

Commission 98

Commission Drivers/motivators Sales Trust 98

Salesforce

FEBRUARY 3, 2025

Prospecting The process of identifying, engaging, and reaching out to potential customers to generate new business opportunities. Quota A measurable goal that sellers are expected to reach in a specific timeframe usually a month, quarter, or year.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

JUNE 12, 2024

Instead, your social channels are prime territory for building connections with new prospects and developing business relationships. This isn’t surprising when you consider that social sellers have a 51% higher chance of reaching their quotas. Social selling isn’t usually about snagging one-and-done deals.

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

OCTOBER 9, 2024

Sales managers can also motivate their teams based on metrics like quota attainment , commission earned, and more. Think about it this way: If you’re using a spreadsheet to manage commission, every time you restructure your sales team, make territory changes, or revamp how commission is calculated, you have to start from scratch.

Commission 97

Commission Process Territory E-commerce 97

Salesforce

DECEMBER 12, 2024

For exceeding sales targets : When sales reps exceed their quotas by a large margin, an additional bonus layered on top of their standard commission plan can help keep them encouraged to constantly achieve and exceed their targets. In this scenario, the bonus is used to reinforce positive behavior.

Non-Profits 95

Non-Profits Objectives and Key Results Commission Territory 95

Salesforce

MARCH 8, 2024

It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them. If your team is paid based largely on commissions, OTE will change depending on quota and likely quota attainment. And if they exceed the quota, they could make even more. Imagine this.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

MARCH 7, 2024

Negative quota credit Rather than require a sales rep to return the exact commission payment of an unfulfilled deal, this type applies a negative credit to their quota for the current pay period if a customer leaves before the end of the clawback window. In this scenario, the rep must return their $7,500 commission payment.

Commission 52

Commission Finance Quota Legal 52

Salesforce

MARCH 1, 2024

Your sales team is close to meeting their quota. For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. Most sales professionals do not expect to hit their quotas.

Commission 52

Commission Teamwork Drivers/motivators Territory 52

Salesforce

OCTOBER 16, 2024

Making your sales quota and increasing sales revenue are common goals, but you could also consider shortening sales cycles or surpassing a competitor. Input custom keywords for your objectives and measure how your team is tracking.

Conversion 59

Conversion Customers Territory CRM 59

Lead Fuze

AUGUST 5, 2021

Gillian Sontz, a Sales Development Representative at QuotaFactory, is responsible for tele-profiling target accounts for Sales Context in order to help her clients reach sales quota. He has appeared on ABC, Fox, MSNBC, PBS and he and his work have been featured in articles in Entrepreneur, the New York Times and the Wall Street Journal.

Negotiate 98

Negotiate Sales Retail B2B 98

Salesforce

MARCH 5, 2024

At the end of the day, lead qualification can make the difference between quota attainment and lagging sales. These might include the type of company, location, region, industry, revenue, or number of employees. That lets you spend more time on nurturing and closing deals and prevents opportunities from falling through the cracks.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

DECEMBER 13, 2024

Getting to know your audience helps you stand out from the people who rush through as many presentations as possible to fill a sales quota. Here are simple things you can do to ensure success: Do your homework: Poorly researched presentations are impersonal and boring.

Presentation 52

Presentation Closing Territory E-commerce 52

Sales Hacker

MARCH 11, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Cassie Young is a General Partner at Primary Venture Partners, a $1B AUM early-stage venture capital firm in New York that has backed category-defining companies such as Chief, Alma, K Health, Latch, Alloy, Dandy and Vestwell.

GTM 81

GTM Growth X-functional Referrals 81

Sales Hacker

DECEMBER 10, 2024

It’s in New York. There’s a natural limit to the capacity that a sales rep can carry, how much quota they can carry in a year or in a month. You need to have enough of an install base that you can actually carry somebody’s quota. What’s the average quota capacity? Bowery Capital.

GTM 114

GTM Construction Up-sell Cross-sell 114

Salesforce

MAY 2, 2022

Why you should follow Alexine: With over nine years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, high achievement recognitions, and a track record of surpassing quota. Think about folks from different industries, regions, and educational backgrounds. Follow her on LinkedIn. Sign up now. Niraj Kapur.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

SEPTEMBER 13, 2024

Wondering what it takes to be a territory sales manager? We’ll discuss what this career looks like, how to build your skills, a typical day for a territory sales manager, and metrics for success, so you can decide whether it’s the job for you. What you’ll learn What is a territory sales manager?

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 26, 2024

It could be a much-needed source of camaraderie when the quotas seem out of reach, a place to mine for thought leadership at your next C-level meeting, or a place to develop your career with tools and courses. Back to top ) Welcome to the sales community A sales community can be whatever you need it to be.

Territory 98

Territory Sales E-commerce Networking 98