Hubspot

MARCH 27, 2019

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. For sales managers, "Glengarry Glen Ross" is a cautionary tale. Here's everything you need to know about setting successful sales quotas. Sales Quota. Different types of sales quotas.

Quota 100

Quota Territory Commission Sales 100

Sales Hacker

MARCH 10, 2021

As a sales leader, you want your sales reps to be the best they can be. However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. Key principles when designing your quota.

Quota 127

Quota Territory Profit margin Growth 127

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. What is a Field Sales Route Planner? Field Sales Route Planner vs. Google Maps: What's the Difference? Here’s why.

Territory 221

Territory Gambling Quota Commission 221

Salesforce

JANUARY 9, 2025

So, closing more deals more quickly is a win for everyone sales representatives, sales managers, the finance department, and a company’s leadership. Say hello to the sales acceleration process. What you’ll learn: What is sales acceleration? Why is sales acceleration important?

Closing 98

Closing Represent Territory Lead generation 98

Salesforce

OCTOBER 15, 2024

Sales invoices might seem inconsequential in the bustling day-to-day of your business, but they’re key to keeping things running smoothly. Not only does a well-crafted sales invoice keep track of what’s been sold and how much is owed, but it also helps keep your finances in check and ensures you get paid on time.

Finance 104

Finance Territory Price E-commerce 104

Salesforce

SEPTEMBER 28, 2023

Sales great Zig Ziglar once wrote, “If you aim at nothing, you will hit it every time.” ” That’s the struggle of every team without clear sales targets: no clarity, no progress, no growth. See how it works What are sales targets? Why are sales targets important? But will they?

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

MARCH 5, 2025

In our most recent episode of CRO Confidential , hosted by Sam Blond , Graham Moreno , VP of Worldwide Sales at Codium, shared invaluable insights on what drove this growth, the challenges they faced, and how other SaaS companies can replicate this success. Key Growth Drivers 1.

Territory 75

Territory Drivers/motivators Quota Pipeline 75

Sales Hacker

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations.

Quota 114

Quota Cold Call Outside Sales Sales 114

Salesforce

MARCH 31, 2025

Sales motivation can make the difference between a company growing or stagnating. Your offering can have all the competitive advantages in the world, and your team can be trained in all the best scripts and techniques, but it’s your sales team’s willpower that gets them to dial, email, and message their leads. Learn more 1.

Drivers/motivators 60

Drivers/motivators Quota Territory E-commerce 60

Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them.

Territory 83

Territory Cold Call SQL Campaign 83

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. You could also be well behind your quota, struggling to stay motivated and worried about job security. Why are territories carved the way they are? It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Salesforce

NOVEMBER 14, 2024

Sales organizations set lofty goals to drive revenue and generate growth for their business. But setting achievable but ambitious goals is only possible when sales leaders know exactly what their teams are capable of doing. Enter sales capacity planning. What you’ll learn: What is sales capacity planning?

Growth 52

Growth Quota Territory E-commerce 52

Sales Pop!

NOVEMBER 23, 2022

This month, Pipeliner is introducing an unparalleled sales forecasting approach: the Pipeliner Revenue Intelligence Loop! To succeed in this new competitive environment, every company needs to revolutionize its sales function management. As humans, we not only want to have an idea of where we’re coming from, but also where we’re going.

Pipeline 210

Pipeline Quota CRM Territory 210

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meeting 66

Meeting Pipeline Quota Sales 66

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Why Salesforce Adoption Fails Your sales team should dedicate themselves to changing the way they work. Streamline your implementation to focus on what matters most to your sales process. Why does this happen?

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Anthony Cole Training

JANUARY 27, 2014

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. Market Sense placed 5 sales people in each team, but teamed them up based on the following carefully selected scores from OMG''s Sales Candidate Assessment: 1 team had the lowest total severity.

Territory 187

Territory Quota Sales Up-sell 187

Salesforce

APRIL 2, 2025

That’s a classic example of product-led sales (PLS). And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. Discover how to make product-led sales a part of your go-to-market strategy. What you’ll learn: What is product-led sales?

Product 84

Product Territory Sales Price 84

Tibor Shanto

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Not only more, but more diverse way to plan and execute to exceed quota. What many sales plans are missing are clear objectives. Sure, everyone has the goal of making quota, or improve prospecting, but the question is how?

Territory 167

Territory Quota CRM Prospecting 167

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Territory 120

Territory Quota Strategic planning Sales 120

Veloxy

OCTOBER 29, 2021

Sales is near the the top of that list. The question now becomes, how does Sales Artificial Intelligence fit into all this? Does it really play a vital role in sales? Well, there are numerous ways that AI for sales can benefit a sales team. Well, there are numerous ways that AI for sales can benefit a sales team.

Sales 223

Sales Non-Profits CRM Pipeline 223

Openview

DECEMBER 19, 2018

January is the month we, as sales reps, start anew. The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Make sure your territory plan has action items that are time sensitive.

Territory 89

Territory Quota Technique Follow-up 89

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territory 62

Territory Cross-sell Sales Non-Profits 62

Understanding the Sales Force

FEBRUARY 3, 2022

If you have a sales cycle of several months or more, subsidize your salespeople until they are self-sufficient, and in early 2022 it takes 3 months to find a suitable candidate, you are screwed before you start! Hiring salespeople? What's the worst that can happen? It doesn't have to be that way and here's why.

Quota 125

Quota Territory Start-ups Sales 125

Hubspot

APRIL 24, 2019

Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

Commission 101

Commission Territory Quota Real Estate 101

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 110

Go To Market Territory Technique A/B testing 110

Veloxy

JUNE 23, 2021

As any business will attest, there’s no greater feeling than when your company grows and reaches a point where you need to expand your inside sales team. Naturally, more salespeople means more sales which translates to more revenue. According to the Harvard Business Review, the average annual turnover in sales is about 30%.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Salesforce

SEPTEMBER 19, 2023

If sales reps are your army, then sales territory mapping is your battle plan. This guide walks you through how to design and optimize your sales territory map. This guide walks you through how to design and optimize your sales territory map. Watch the demo What is sales territory mapping?

Territory 59

Territory Objectives and Key Results Drivers/motivators Sales 59

Openview

OCTOBER 10, 2018

Continued success also relies on innovative sales enablement techniques that boost performance, help meet customer needs and achieve bottom line results. While many corporate sales enablement functions are already leveraging state-of-the-art enablement mechanisms, like online and virtual trainings, chat bots etc.,

Territory 101

Territory Quota Sales Pipeline 101

Veloxy

JULY 14, 2023

Sales route planning has evolved beyond basic navigation and emerged as the key to unlocking unparalleled time efficiency and maximizing results in the field. In the dynamic world of field sales, simply getting from client A to client B is no longer sufficient. What is a Sales Route Planner? How do Sales Route Planners work?

Territory 130

Territory Gaming Drivers/motivators Sales 130

Partners in Excellence

SEPTEMBER 3, 2024

Things like, using the sales process, maintaining high quality/healthy pipelines, leveraging the tools and technologies we put in place, coaching/developing our people, and on and on. With another group, they were shifting roles and responsibilities of the field sales people. The examples are rampant. But many refused to change.

Territory 127

Territory Pipeline Quota Strategize 127

Veloxy

MAY 3, 2022

As you already know, there are actual sales resources , and then there are promotional tools disguised as sales resources. If you Google sales resources, you’ll be inundated with a wide variety of helpful content and content that will quickly become cold calls and emails. Sandler Sales. Sales Calculators.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 107

Pipeline Territory Quota Sales 107

SaaStr

OCTOBER 5, 2020

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. At Salesforce, at Box, the bottom end of the sales team churns out each year. First, do sales reps really compete with each other?

Territory 118

Territory X-functional Quota Sales 118

Partners in Excellence

OCTOBER 12, 2021

Over the past couple of weeks I’ve had a lot of conversations about sales performance. ” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal. Sales performance and goal attainment is much more than making the number. Isn’t that what we want?”

Territory 137

Territory Quota Growth Account management 137

Tibor Shanto

JANUARY 25, 2022

The driving question being how do I take a territory from a 20% margin base, to 25%? There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. A focus on margins requires a different sales culture. Too many tools without reason leads to sales disablement.

Commission 157

Commission Territory Negotiate Quota 157

Salesforce

AUGUST 15, 2023

If creating a sales team is like building a car, then territory management is where the rubber meets the road. You’ve agreed on a sales strategy , revenue goals, target customers, and a sales process. Now the moment has finally come for the sales reps to go out and sell. Watch the demo What is territory management?

Territory 52

Territory Healthcare Quota Pipeline 52