Remove Objection handling Remove Quota Remove Territory
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How To Build Your Sales Playbook (With Examples)

Gong.io

Objection handling. Rules of engagement definitely differ by organization, but at a minimum, they should exist for segments, territories, and accounts. Territories. What defines a territory (zip code, country, state, region, country, etc.)? How are territories divided up by rep? Sales resources.

Territory 118
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10 Sales Interview Questions to Hire the Perfect Sales Team

Sales Hacker

There’s a common idea that salespeople are only judged on their quota. Say you’re looking for an Account Executive to carry a $1 million annual quota. More and more people in sales are finding that rigorous follow-ups, a solid pitch, and great objection handling skills just aren’t cutting it anymore (at least not on their own).

Quota 101
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New Hire Training for Salespeople: The Ultimate Guide

Hubspot

Practice negotiating and common object handling. Create vertical-, role- or territory-specific trainings. And train your reps on specific verticals or territories they’ll be targeting (i.e., Calculate ramp rate based on the average number of months it takes a new salesperson to hit 100% (or close to) of quota.

Negotiate 101
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The Playbook to Building a Thriving Sales Culture with PatientPop SVP of Sales Justin Welsh (Video + Transcript)

SaaStr

I was a local sales manager or regional manager. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota. Some of you might be familiar with it. What are the behaviors that you’ll be monitoring?

Quota 132
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“We Shouldn’t Be Coaching Deals, We Should Be Coaching Skills”

Partners in Excellence

Whether it’s about your quota attainment, daily/weekly call goals, pipeline or whatever, you can’t coach the numbers. How better to develop questioning, probing, objection handling, competitive selling, presentation, persuasion, closing, and any number of skills than by using specific deals as the platform for coaching?

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25 Helpful Sales Blogs You Don't Want to Miss Out On

Hubspot

Objection-Handling Technique: The Agreement Frame. Another Way of Handling Price Objections. Rethinking Sales Territories. Why Your Focus on Quota is Killing Revenue Growth. Who Couldn’t Use An Extra $10 Million In Sales? The Science and Art of Selling, by Alen Majer. Congratulate them on Twitter!

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9 Things You Should Never Say to a Prospect Over Email

Hubspot

It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over. Deals that happen entirely online are usually the opportunities that drag on for weeks or months -- and that’s not good for anyone’s quota. Objection handling.