Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. They tend to wander, start/stop, change directions, shift priorities.

Quota 127

Quota Commission Pipeline Pitch 127

Tibor Shanto

JULY 7, 2021

But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up. It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. When we look at athletes, say runners, the number is the starting point. Your Numbers Have To Add Up.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

SaaStr

NOVEMBER 25, 2024

And less than 10% just makes sales … start to get even harder. 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.

Quota 98

Quota Sales Follow-up Closing 98

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. The question is, how soon can they start generating leads and setting up sales conversations? The short answer is no they can start small while still in training.

Cold Call 84

Cold Call Commission Appointment Pipeline 84

Veloxy

JANUARY 19, 2022

Start with basic results. Gone are the days where I could start a cold call with, “ My name is Samir and I co-founded Veloxy. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Start with basic results. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Salesforce

SEPTEMBER 28, 2023

Let’s dig into the most important things I’ve learned about target-setting from more than 20 years in sales and business so you can start clocking revenue. These targets are used to guide the quota-setting, territory mapping , and sales team strategies. All they have to do is start running. Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

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. You can use up to 5 levels in a hierarchy.

Quota 231

Quota Pipeline CRM Closing 231

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?” ” RevOps must start to view itself as the change agent, to drive constant improvement, constant learning, constant growth. Anyone can run the numbers.

X-functional 127

X-functional Strategize Quota Pipeline 127

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. I’ll stop here, I get wound up, but you know the same problem. We have to begin a problem solving process. What isn’t working?

GTM 121

GTM Quota Start-ups Presentation 121

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. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 111

Quota Commission Sell Contract 111

Veloxy

MAY 25, 2021

Below you will find 12 characteristics that seem to resonate with top sales reps and 8 statistics to start you on your path to sales success. A personable salesperson is respectful, patient, easy to talk to, and picks up on social queues (just to name a few). Here are 9 sales statistics just on following up: . Resilience.

Referrals 290

Referrals Quota Cold Call Contact 290

STAR Results

AUGUST 26, 2021

Often managers tend to complicate things because they don’t know what key success factors (KSFs) will make a difference, so they come up with too many. To get a jump-start on the year, reps should have developed their annual business plans. Do Your Reps Know What Their Quotas Are? Keep your plan simple. Now let’s just do it!

Quota 279

Quota Sales Represent Start-ups 279

Veloxy

DECEMBER 9, 2024

Start for free Lack of User Buy-In You’ve probably heard it before, “This isn’t how we used to do things.” Clean Up Your Data Invest time and resources into ensuring your data is accurate and up-to-date. Start by pinpointing your top priorities. Start by setting clear expectations.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

SaaStr

APRIL 2, 2025

Not all reps can work with the limited support, onboarding, and training you get at a start-up. They may not immediately hit quota (few do). Only the outliers will hit a full quota in their first quarter. But most of the ones that will make it at your start-up will close something in 1 sales cycle.

Quota 69

Quota Sales Gaming Closing 69

Partners in Excellence

JANUARY 23, 2025

Despite ramping up the numbers, increasingly we are not achieving our goals. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. ” And we are using these tools to…… ramp up the numbers even more. But something becomes very clear.

Gaming 121

Gaming Up-sell Quota Pitch 121

SaaStr

JANUARY 8, 2025

It was started in 2014 when founders Daniel and Jonathan were working together at a delivery startup and experienced firsthand how slow background checks were slowing down worker onboarding. But as she dug in, the real answer was too many sales reps were overbooking deals because of the pressure to hit their bookings quota.

Objectives and Key Results 116

Objectives and Key Results Growth Engineering Quota 116

Veloxy

SEPTEMBER 22, 2022

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. First , quota is set too low to accommodate for sales process inefficiencies. Start Selling Faster, Easier.

CRM 262

CRM Quota Sales Pipeline 262

Search Engine Land

AUGUST 30, 2024

In retail, that will fire up in October (probably earlier than ever this year). In B2B, that means prepping for the end-of-year push that comes from needing to hit quotas and engaging brands about to be flush with new yearly budgets. Business email address Sign me up! Still, remember that your goal should be to learn.

A/B testing 79

A/B testing Retail Quota Promote 79

Sales Pop!

NOVEMBER 23, 2022

Starting at the center of the Revenue Intelligence Loop, historical data is accumulated through sales management insights , KPIs and Archive functionality. In addition, several different KPIs within historical data need to be understood for the targets and quotas to be accurately set. Sales Management and Quotas.

Pipeline 210

Pipeline Quota CRM Territory 210

Salesforce

JANUARY 9, 2025

As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. However, each decision often adds up to the difference between landing a deal or not. Sign up now Thanks, you’re subscribed! Sales teams should start by creating a holistic and comprehensive strategy.

Closing 98

Closing Represent Territory Lead generation 98

Partners in Excellence

JANUARY 24, 2025

We start managing to the numbers and not managing performance. Once he starts seeing a problem area, then he drills down, looking at more data, coaching his people. When they aren’t, we start drilling down. All of these roll up to the 5 key metrics the CRO cares about. coverage).

High impact 109

High impact Pipeline Inside sales Quota 109

SaaStr

MARCH 29, 2025

Hire Two Sales Reps To Start, Not One. And Get Them Both Hitting a Basic, Sustainable Quota. Or at least, work on these together when they start. If they tilt the curve. -> But also give your sales leader, and your individual reps before you have one, a quota on your time and meetings per week.

Commission 78

Commission Objection handling Quota Sales 78

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Year-end can be the most exciting time in sales. It can also be the hardest. Next year may be even more so.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Lori Richardson To put this into practice, start by having one-on-one conversations between sales management and reps to find all possible motivations, then send out surveys to ask reps to rank them in order of importance.

Drivers/motivators 57

Drivers/motivators Quota Territory E-commerce 57

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. Now that the country is opening back up, field salespeople are expecting their workday to return to normal very soon. Here’s why.

Territory 221

Territory Gambling Quota Commission 221

Veloxy

JUNE 23, 2021

Would you show up to a serious meeting in a t-shirt and baseball cap? Start by making sure the room is presentable. Set all these up in advance, run your reps through the paces and ensure the experience is what you’d expect if it was you on the other end of the call. Hubspot explains how to set up video for sales meetings.

Sell 317

Sell Education CRM Up-sell 317

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. They get all wound up when they get a scouting call. Starting with reading Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling, by Glenn Poulos. Why You – Why Now.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Hubspot

SEPTEMBER 6, 2024

Why Use AI Sales Closing Techniques With AI backing up our sales department, missed opportunities became a thing of the past — which is critical considering that sales is a numbers game. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits.

Closing 80

Closing Contract Technique Sales 80

SaaStr

MARCH 6, 2025

I.e., both hitting quota. This will ferret out if he/she can play at an early-stage SaaS start-up successfully and if they know how to scale once you scale. So many candidates you talk to will talk about nothing but process, not customers to start. Should the VP of Sales sell themselves when they start?

Quota 72

Quota Sales Up-sell Lead generation 72

Understanding the Sales Force

APRIL 14, 2025

Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. Thats a “start from scratch” hunting job and average to worse selling capabilities just won’t help a new salesperson get that hunting job accomplished! That Dont Impress Me Much!

Quota 69

Quota Sales Up-sell Price 69

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. If sales targets are not reasonable or attainable from the start, they will not be met regardless of how well a sales rep performs.

Meeting 66

Meeting Pipeline Quota Sales 66

Understanding the Sales Force

FEBRUARY 3, 2022

Choose a restaurant, make a reservation, show up and enjoy. 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! What's the worst that can happen? Planning to go out for dinner?

Quota 125

Quota Territory Start-ups Sales 125

Hubspot

SEPTEMBER 9, 2024

MQLs that your sales team has vetted and identified as worthy of direct follow-up. Then, the prospect’s engagement levels in these campaigns can dictate when (or whether) a sales rep should follow up with the prospect. I would start with a blank spreadsheet and build it out from there. Sales Qualified Leads (SQLs). Opportunity.

Territory 83

Territory Cold Call SQL Campaign 83

Salesforce

NOVEMBER 14, 2024

Organizations must now have the data to back it up. Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. Sign up now Thanks, you’re subscribed!

Growth 52

Growth Quota Territory E-commerce 52

SaaStr

MARCH 5, 2025

Compensation & Performance Metrics Fuel a Culture of Winning: Codium structured its compensation and quota models to create immediate success. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year. Key Growth Drivers 1.

Territory 73

Territory Drivers/motivators Quota Pipeline 73

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. I read a scary stat, the average CRM has between 100 – 300 unfollowed up on tasks. Track Or Act?

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Sales Gravy

APRIL 3, 2025

Did you make quota this quarter? If you missed quota, chances are you played it too safe. Nows the time to shake up your own sales routine and adopt the practices of Ultra High Performers. You can even disqualify before you start prospecting. Elite pros break that rule and keep showing up until they hear yes or no.

Cold Call 57

Cold Call Quota Sales Follow-up 57