A Sales Guy

JANUARY 21, 2013

As VP of Sales or Head of Sales, making quota is your job. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. I know who is going to make quota this year and who isn’t. They have no idea how they are going to make quota. Quota is missed most by this group.

Quota 127

Quota Territory Clients Start-ups 127

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. The Benefits of a Lead List Selling without a lead list is a slow, disorganized process that usually produces poor results. This investment has helped me time and time again.

Territory 83

Territory Cold Call SQL Campaign 83

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

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? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 112

Quota Cold Call Outside Sales Sales 112

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

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Some businesses calculate the qualified leads with the amount of overall opportunities or break it down by rep, territory and solutions offered. We’ve all heard the saying over and over; time is money. 2: Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

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

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

Cerebral Selling

JANUARY 14, 2023

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? A good example of where it’s helpful to create this transparency is in the areas of quota and year-over-year (YoY) growth. Year-end can be the most exciting time in sales.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 119

Territory Quota Strategic planning Sales 119

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. Over a 3-day period, they had to go door-to-door in the same market and sell an overpriced luxury item. 1 team had the strongest overall Desire and Commitment. They only made 800 attempts. There simply wasn''t any!

Territory 184

Territory Quota Sales Up-sell 184

Partners in Excellence

MAY 10, 2021

Why do we sell? Why do we choose a job that requires us to sell? And since then, I have been fairly deeply involved in selling, sales, sales people and customers. consulting on a wide range of issues/challenges, the thing that is the most fun and creative is selling (and working with sales people and managers).

Sell 96

Sell Territory Quota Up-sell 96

Sales Gravy

FEBRUARY 25, 2025

Pick Up a BookI once pulled myself out of a rut by alternating 10 minutes of prospecting with 10 minutes of reading No Bull Selling by Hank Trisler. That pattern helped him stay focused and eventually led him to top-performer status in his region. Audio AlliesIf reading a physical book doesnt fit your schedule, try audiobooks.

Territory 58

Territory Drivers/motivators Quota Sales 58

Partners in Excellence

MARCH 13, 2019

To maintain our focus on the customer, we have to distance ourselves from all the chatter we hear when we get back to our offices—-Endless pipeline, forecast, deal, account, territory and other reviews. Endless communication from marketing and product management about our products. Related Posts: Should Marketing Be Measured On Revenue?

Product 121

Product Sell Territory Manufacturing 121

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? What is sales territory mapping, and why is it important?

Territory 62

Territory Cross-sell Sales Non-Profits 62

Partners in Excellence

OCTOBER 12, 2021

” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal. This means selling the entire product portfolio, it means expanding into new markets, it requires us to expand our footprint in our current accounts. Sales person 1 did that by selling only product line A.

Territory 137

Territory Quota Growth Account management 137

Partners in Excellence

FEBRUARY 15, 2013

We are going through the pipeline, looking at each person’s territory, how they’re doing and getting a mid quarter look at what the end of the quarter will be. They were struggling to meet their revenue objectives, so I asked, “How much time are you devoting to selling?”

Sell 125

Sell Pipeline Commission Territory 125

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. How are they selling and negotiating with prospects? You should be upgrading your base as often as your phone. Margin Of Error.

Commission 157

Commission Territory Negotiate Quota 157

Hubspot

APRIL 24, 2019

Relative Commission Plan : The relative commission plan is when a target or quota is set. Let's say a salesperson has a quarterly quota of $90,000 and a quarterly commission of $10,000. If they meet 85% of the quota, they'll receive 85% of the commission. And they're paid on a territory-wide versus individual sale basis.

Commission 101

Commission Territory Quota Real Estate 101

Women Sales Pros

MAY 25, 2018

In many instances, we limit ourselves in how we go about selling into large accounts. Sales managers work diligently to “even out” territories ensuring everyone has a chance to make lots of money. Finally, look at the overall potential of the account and then assign territories. Large Accounts that Yield Sales Equal to Quota.

Sell 85

Sell Territory Quota Contract 85

Veloxy

DECEMBER 28, 2023

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. and embark on this journey to master the art of field selling together! Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Salesforce

AUGUST 15, 2023

If creating a sales team is like building a car, then territory management is where the rubber meets the road. Now the moment has finally come for the sales reps to go out and sell. But not all territory management is created equal. But first, let’s get clear on what territory management means. Let’s take a look.

Territory 52

Territory Healthcare Quota Pipeline 52

Hubspot

JANUARY 14, 2025

Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. And, just as I mentioned, thats exactly where sales champions shine theyre not just deal-closers but dynamic professionals who go far beyond the basics of selling. You know this.

Negotiate 78

Negotiate Cross-sell Drivers/motivators Strategize 78

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? Our demo shows you how.

Territory 59

Territory Objectives and Key Results Drivers/motivators Sales 59

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. For product-oriented founders, marketing often feels like unfamiliar territory. The “five-five” CMO who excels at everything is a unicorn.

Pipeline 82

Pipeline B2B Territory Quota 82

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

Partners in Excellence

FEBRUARY 17, 2020

Stated differently, sales has to sell the entire product portfolio, not just their favorite products. Sales person 1 has a quota of $10M, she makes it by selling a balance of products A and B. Sales person 2 has the same quota but makes it just by selling his favorite product, product line A.

Territory 109

Territory Quota Growth Strategize 109

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Where we focus our efforts is really in the area of virtual selling.

Sell 111

Sell Territory Quota Up-sell 111

Openview

OCTOBER 10, 2018

Then, set target outcomes (in terms of quota achievement, time to revenue etc.) Here is how to get started: Interview your Sales Leadership : Interview sales leadership to discuss options for boosting quota attainment rates and, subsequently, revenue for the organization. so that you’ll understand what success looks.

Territory 101

Territory Quota Sales Pipeline 101

A Sales Guy

OCTOBER 21, 2013

It’s not enough to focus on selling. It’s not enough to understand how to sell, but also how people think, how to execute and more. The number one deficiency I see in sales people, besides a lack of selling skills is almost no one actually knows “how” they are going to make their number.

Pitch 137

Pitch Cold Call Territory Quota 137

Partners in Excellence

SEPTEMBER 24, 2012

The sales process is based on our best experience in selling. Planning our calls assures that both we and our customers are prepared to accomplish something in the meeting, that we create value for each other and that we are moving through our selling and buying processes. We also do Account and Territory Planning –or we should.

Product 125

Product Territory Sales Quota 125

Veloxy

MARCH 15, 2023

They are responsible for creating and delivering enablement programs, developing training content, and providing sales teams with the tools and resources they need to sell more effectively. This metric can be broken down by product, sales team, or region to identify specific areas of strength or weakness.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. How is AI Changing Sales?

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

SEPTEMBER 19, 2023

Plan faster to sell more What is a sales plan? They make decisions around hiring, quotas, compensation, territories, and customer segments. You begin by adding up the numbers you know — how much your team will likely sell (based on past performance) and how much it will cost (based on your current resources).

Territory 104

Territory Quota CRM Customer Relationship Management 104

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. How are your salespeople contributing to the expansion of your business in their given territory? Who’s reaching their quota? Is quota too high? Upsell/Cross-Sell Rates. Look at when, how, what, and to whom your reps are upselling and cross-selling, and adjust your efforts accordingly.

Territory 101

Territory Cross-sell A/B testing Promote 101

Partners in Excellence

FEBRUARY 17, 2014

Everyone is focused on quota performance. Our quota, our target, whatever we call it, it’s the number we have to achieve this year. Our quota performance, year to date, is a trailing metric. We’ve hit the end of the month, we look at quota attainment and see that we are really behind our number.

Quota 113

Quota Territory Pipeline Up-sell 113

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 52