Sales Gravy

MARCH 30, 2025

You Hit Quota You on track and right where you are supposed to be against your number You are in trouble You missed your number, are behind quota, and are feeling the pressure. It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. Quota isnt easy to achieve.

Quota 103

Quota Pipeline Sales Up-sell 103

Hubspot

JULY 30, 2024

Personalized offers that aligned with my company’s unique selling proposition (USP) tended to be the best way to wrap up my emails and generate positive campaign outcomes. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 85

Closing Quota Healthcare Tradeshows 85

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. The second question is quota. There, you have to be much more careful what quota you retire for multi-year deals.

Quota 113

Quota Commission Sell Contract 113

Iannarino

NOVEMBER 1, 2023

Quota attainment is down. But instead of addressing the declining results, we have regressed to a more transactional approach to selling, though it fails to improve sales results. Win rates are down.

Quota 301

Quota Technology Technology Sell 301

Understanding the Sales Force

NOVEMBER 7, 2022

Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? There was a clear correlation between 4 baseball KPI's and the outcome of the World Series.

Quota 113

Quota Pitch Sell Gaming 113

Sales Pop!

JUNE 19, 2024

Mindful Selling No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. Conclusion: My Story: the bullying-type salesmen were desperate to meet their quotas. The post Sell Your Perspective with Questions appeared first on SalesPOP!

Sell 173

Sell Appointment Account management Represent 173

Salesforce

SEPTEMBER 28, 2023

Create sales plans that save reps time and maximize sales impact Get your targets, budget, and headcount aligned with just a few clicks so you can sell more efficiently. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Is additional product or sales training needed before teams can sell?

Quota 116

Quota Territory Pipeline Sales 116

Veloxy

JANUARY 19, 2022

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. They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. I know I could.

Cold Call 358

Cold Call Territory Quota Up-sell 358

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 128

Quota Closing Pipeline Growth 128

Sales Gravy

MARCH 18, 2025

By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. 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.

Cold Call 82

Cold Call Commission Appointment Pipeline 82

Veloxy

MAY 3, 2022

Sales quota. Helps your sales team spend more time on the selling activities that produce revenue. Helps perfect your sales process in order to sell more. In addition to helping sales team’s accelerate sales, Veloxy also helps optimize sales enablement by maximizing selling efficiency. Sales Calculators. Sales Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Veloxy

SEPTEMBER 22, 2022

It delivers results by using a mix of sales technology and a value-driven approach to selling. Start selling faster, easier. Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons.

CRM 262

CRM Quota Sales Pipeline 262

Partners in Excellence

JUNE 30, 2022

But I love selling–and I love working with highly professional sales people. I can think of few things more exciting, challenging, and rewarding than selling. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. But that’s not really why I love selling.

Sell 133

Sell Quota Up-sell Conversion 133

Partners in Excellence

NOVEMBER 6, 2024

The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?”

X-functional 127

X-functional Strategize Quota Pipeline 127

Partners in Excellence

JANUARY 23, 2025

Anyone entering into selling immediately sees the obsession we have with numbers. They create revenue models, bow ties, and related models reducing selling to a math equation. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. Selling is a human game!

Gaming 121

Gaming Up-sell Quota Pitch 121

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. But it seems we, sales professionals, have lost the “Joy Of Selling.” Selling has become a “job,” almost a tedious chore for too many. I struggled a moment.

Sell 157

Sell Commission Up-sell Quota 157

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM 111

GTM Construction Quota Growth 111

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

Partners in Excellence

MARCH 19, 2025

That’s how designing and executing your GTM/selling strategies work! ” 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.

GTM 121

GTM Quota Start-ups Presentation 121

Partners in Excellence

NOVEMBER 25, 2021

Plus we aren’t measured on our customers’ success, we have quotas to sell products! The post Is The Future Of Selling PLG? That’s where our expertise is. Learning about the customer, their markets, their industry is so distracting! Focusing on PLG relieves us of so much work. All Generalizations Are Wrong."

Sell 151

Sell Represent Quota Growth 151

Partners in Excellence

MARCH 31, 2024

While I haven’t met Daniel, it’s fascinating to read his perspective on selling. Like so many other participants, Daniel didn’t set out to be in sales, but found himself selling. Even before I transitioned into a quota carrying, dedicated sales role, I loved being part of the sales process. My job is fun!

Sell 139

Sell Electricity Manufacturing Quota 139

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. Unless we decide to change how we sell, more and more salespeople will miss their goals.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Veloxy

MAY 25, 2021

Product or service confidence means that the salesperson honestly believes that what they are selling can make life better somehow…even if just in a small way. Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before!

Referrals 290

Referrals Quota Cold Call Contact 290

Partners in Excellence

MAY 2, 2023

I’d had a few selling experiences as a kid. In Boy Scouts, there was always an event of some sort that we had to sell tickets for. My Mom usually bought the allocation I was assigned to sell. And the selling I did do was mostly answering questions about the products on display. But none in selling.

Sell 133

Sell Retail Consult Strategic planning 133

Partners in Excellence

APRIL 1, 2024

“Why I am so interested in selling,” Alex McNaughten I started in sales completely by accident just over 11 years ago. 14 month average seller tenure, 16 months for leaders and only 39% quota attainment. The profession is not in great shape. This is the reason I am still in sales – I am determined to fix it!

Sell 136

Sell Finance Quota Sales Experience 136

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. And how many hit quota? While different data sources report different numbers, the companies themselves in the Keybanc Sapphire data report 80% hitting quota attainment. In any event, that’s good median data. 40% attainment?

Sell 133

Sell Quota Commission Contract 133

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

Partners in Excellence

MAY 3, 2023

Theoretically, freeing us up to have selling conversations. Perhaps a few for outreach communications, sales enablement platforms, authoring/content platforms, conversational intelligence, reporting/analytics, messaging, proposal management, calendar management, conferencing/virtual selling, CRM, and others.

Sell 125

Sell CRM Up-sell Education 125

Partners in Excellence

JANUARY 12, 2024

As I look at selling, today, it requires far too much effort—far more than I’m willing to do. They don’t care about what we sell, they don’t want to go through our demos-at least until they have no other alternative. Faced with this, selling isn’t for the weak spirited. Confession time.

Sell 148

Sell Commission Up-sell Quota 148

Partners in Excellence

FEBRUARY 1, 2024

I wrote a post, “ Sellers, Are You Really Interested In Selling ? He did this asking, “Dave, why are you so interested in selling?” I’m obsessed with selling—all things selling. I’m excited by how selling is changing and the future of selling. Eventually, I got an offer.

Sell 137

Sell Up-sell Follow-up Start-ups 137

SaaStr

APRIL 2, 2025

rep good at one product can fail at selling another. They may not immediately hit quota (few do). Only the outliers will hit a full quota in their first quarter. And while sales is pretty similar in SaaS at a given price point / ACV, different products are still different to sell.A Training and support matter.

Quota 70

Quota Sales Gaming Closing 70

Partners in Excellence

APRIL 5, 2024

As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.

Sell 139

Sell Territory Consult Contract 139

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. As I have probably mentioned a million times, prospecting is different than selling. By Tibor Shanto. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious.

Appointment 274

Appointment Quota Prospecting Education 274

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Starting with reading Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling, by Glenn Poulos.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

SaaStr

FEBRUARY 6, 2024

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. Too many sort of think it will sell itself with the same team, motions, etc. So they’ll really just sell what’s easiest.

Product 104

Product Sell Quota Launch 104

Tibor Shanto

JUNE 22, 2021

Taking orders when anything could pass for value is easier than selling value to someone not already predisposed to buying. Again, no issues with taking orders, but will that get you to quota? And while the premise may work in discussions of love and other subjective endeavors, value is more objective than subjective.

Quota 227

Quota Sell Conversion Sales 227

Sales Hacker

JANUARY 14, 2022

Clearly, there’s a problem with both seller performance and quota attainment. Driven by the survey results, let’s dig into the importance of building an ideal rep profile (IRP) and why setting clear performance expectations is critical to seller success and hitting quota every quarter. of sales teams hit their goals.

Objectives and Key Results 125

Objectives and Key Results Sell Quota Construction 125