SaaStr

MARCH 23, 2025

Dear SaaStr: What “Quotas” Should My VP of Customer Success and VP of Product Have? For a VP of Customer Success (VPCS), their “quota” or ownership should revolve around two key metrics: Net Revenue Retention (NRR) and Gross Retention Rate (GRR). In short: VPCS Quotas : NRR, GRR, TTV, and customer advocacy.

Quota 65

Quota Product Customers Growth 65

SaaStr

MAY 21, 2024

So G2 put out a survey and report on customer success recently that was an eye-opener: 67% of CS execs report having a sales quota 53% of CS execs now view their job as primarily a sales role Now some of this may be semantics. That aren’t primarily on a sales quota. But it ensures a brighter future.

Quota 130

Quota Customers Account management Sales 130

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size.

Closing 85

Closing Quota Healthcare Tradeshows 85

SaaStr

OCTOBER 25, 2024

Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. 3: Payback Periods + Quotas Have Jointly Increased The number of months required to recoup the cost of customer acquisition has increased by 12% on average, which is linear with the increase in sales cycles.

Go To Market 133

Go To Market Quota GTM Price 133

SaaStr

MAY 4, 2023

And I think it’s also telling, as it summarizes what has happened all across SaaS sales in the past 24 months: Their top reps are still closing, and closing well — at 129% of quota. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” And their productivity is only down 1%.

Quota 129

Quota Closing Pipeline Growth 129

Membrain

JANUARY 12, 2025

Meet Andrew Barbudo , a digital media sales expert and Author of "Top Sales Producer: How To Crush Your Sales Quota", who shares his intriguing journey from the trenches of budget management and report generation to becoming a top-performing sales producer.

Quota 126

Quota Account management Education Sales 126

Iannarino

JUNE 3, 2024

If you're struggling with abysmal win rates and failing to meet quotas, it's time to make significant changes to your B2B sales strategy.

B2B 275

B2B Quota Sales Meeting 275

Understanding the Sales Force

FEBRUARY 14, 2025

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” It also reinforces a culture of mediocrity because when not hitting quota is normal and expected, more people don’t hit quota because their jobs are clearly not in jeopardy.

Quota 89

Quota Commission Sales Represent 89

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

SaaStr

DECEMBER 25, 2024

But even with a higher quota than $500k, you wont hit a yielded quota that high. Youll need another sales rep at least per every $500k in new ARR. In the early days, the CEO may do it all, or a single hero rep. And reps take time to scale.

Quota 105

Quota Networking Start-ups Growth 105

Iannarino

SEPTEMBER 23, 2023

From win rates and quota attainment to prospective clients’ opinions of salespeople, all the important KPIs in B2B sales have collapsed all at once. At one point, technology held exciting promise for our industry. Now, it is ubiquitous and banal.

Quota 294

Quota B2B Sales Clients 294

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill. And time to quota. What’s in your pipeline?” Pay To Play.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Iannarino

NOVEMBER 25, 2022

At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, but it shouldn't be your only goal. You should have a few goals you are pursuing while contributing what your company needs from you.

Quota 254

Quota Sales 254

Iannarino

JUNE 18, 2023

As sales stacks grow larger, win rates and quota attainment decline. You don’t need more technology to improve your sales results. The only things you need are a CRM , a source of data, a meeting platform, and some effective digital assets.

Quota 290

Quota CRM Technology Technology 290

Iannarino

NOVEMBER 1, 2023

Quota attainment is down. While we have been distracted by technology , a pandemic, and the new business models sales organizations have adopted, every important KPI has fallen, and continues its decline. Win rates are down.

Quota 289

Quota Technology Technology Sell 289

SaaStr

NOVEMBER 25, 2024

So: if the quota for the rep is say $600k, your average Opportunity is $20k in size, and you have a 15% opportunity-to-closed ratio … your rep will need ~200 opportunities over the year to hit their quota, or about ~15 a month. And less than 10% just makes sales … start to get even harder.

Quota 98

Quota Sales Follow-up Closing 98

Iannarino

AUGUST 30, 2024

Are you struggling to get your sales team to hit their quotas? Understanding win rates might be the key to unlocking better performance.

Quota 248

Quota Sales 248

Partners in Excellence

NOVEMBER 6, 2024

I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?” Achieving next fiscal year goals becomes simply a matter of running the equations and doing the math.

X-functional 127

X-functional Strategize Quota Pipeline 127

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Sales Pop!

DECEMBER 2, 2022

Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. This is the foundation that makes accurate quota and forecasting wisdom possible. Creating Forecasts and Quotas. Adding Quota Values. Drilling Down.

Quota 227

Quota Pipeline CRM Closing 227

Iannarino

APRIL 18, 2023

Winning one enterprise-level deal can retire your quota for the year. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers. Without these opportunities, your revenue can stall.

Closing 277

Closing Quota Gaming Clients 277

STAR Results

AUGUST 26, 2021

Two key areas of focus are: what accounts represent the best opportunity to achieve their quota, and which accounts are new business going to come from. Do Your Reps Know What Their Quotas Are? I know that quota setting is a complicated process. If all your reps know how they are doing YTD vs. quota, give yourself a ?.

Quota 279

Quota Sales Represent Start-ups 279

Iannarino

OCTOBER 30, 2022

If not, you aren’t alone: Only an estimated sixty percent of reps hit their quotas. Are you hitting your targets?

Quota 261

Quota Sales 261

Iannarino

APRIL 17, 2023

When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve your sales performance and allow you to achieve your sales goals. Some of these mistakes result from novel sales scenarios you have never experienced. But most of them are known, making them easier to avoid.

Quota 268

Quota Sales Closing 268

Iannarino

MAY 18, 2023

Sales leaders often require their sales force to fill their pipeline with several multiples of their quota. Ensuring you achieve your sales goal is a necessary goal, but this approach is a sign that the sales team isn’t working effectively.

Pipeline 265

Pipeline Quota Sales 265

Iannarino

JULY 16, 2022

A search for something like “quota attainment” reveals that a large part of the sales population is missing their target. The data shows that salespeople are not doing well. Sales cycles are growing longer, while more opportunities stall as clients disengage. New—and young—salespeople are leaving their sales roles sooner than ever.

Quota 259

Quota Sales Clients Meeting 259

Iannarino

NOVEMBER 15, 2023

Even though you want coverage over your sales team’s quota and your sales goals, much of what you believe is coverage is not. Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected prospective clients, and falsehoods.

Pipeline 249

Pipeline Quota CRM Clients 249

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. But before I share it, we need to look at some numbers: 57% and 67%.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Sales Gravy

MARCH 18, 2025

Improved Onboarding Speed Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster sometimes shaving weeks or months off the usual ramp-up. Once theyve got a potential client on the hook, the rep has motivation to find the answers. And yes, theres a risk of mis-steps.

Cold Call 85

Cold Call Commission Appointment Pipeline 85

Understanding the Sales Force

JANUARY 4, 2025

Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Nearly all sales leaders fail to have and/or explain the consequences to their salespeople so they are aware of what will happen if they fail to meet the required targets for items 1-25 as well as quota/revenue.

Quota 70

Quota Territory Pipeline Referrals 70

Veloxy

JANUARY 19, 2022

They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

MARCH 19, 2025

” I’m constantly befuddled by the acceptance of YoY slips in revenue performance, slips in % of people making quota, slips in win rates and deal values, slips in retention. If it isn’t producing the desired outcome, then there is something flawed in the design or in what you are doing!”

GTM 122

GTM Quota Start-ups Presentation 122

Iannarino

APRIL 20, 2023

Based on his math, he asked his team to create a sales pipeline that was 800 percent of their individual sales quotas. Incidentally, this seems to be an average win rate in B2B sales when companies rely on requests for proposals (RFP).

Quota 249

Quota Pipeline B2B Meeting 249

Veloxy

MAY 25, 2021

Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before! Try one of the latest, trending apps today and become your Sales Org’s quota champion this year. Practice Makes the Perfect Salesperson. Try Veloxy.

Referrals 290

Referrals Quota Cold Call Contact 290

SaaStr

MARCH 2, 2025

Start with a quota-carrying, revenue-generating team and teach them empathy, rather than trying to transform CSMs into a revenue team.” As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. “But simply adding retention metrics wasn’t enough. .”

Growth 78

Growth Cold Call Cross-sell Account management 78