Hubspot

APRIL 5, 2023

Account managers work closely with customers to make sure they have a good experience and get the help they need. The average salary for an account manager is roughly $53,000 a year. Because travel is expected, you can anticipate greater compensation. This position has an average of $199,000 salary a year.

Cold Call 90

Cold Call Commission Inside sales Territory 90

Sales Hacker

DECEMBER 22, 2020

That’s what marketing and sales alignment is additionally, so that everybody has skin in the game , they share revenue, metrics, goals, quotas, and their compensation is tied to performance, and everybody shares in that, and the weight is not just on the sales team. Revenue-based compensation [12:36]. Where is that plan?

Cross-sell 102

Cross-sell Clients Growth Up-sell 102

Sales Hacker

FEBRUARY 1, 2021

Callie Moriarty: I thought about it as effective account management. I think in general, I’d put it in the same category as account management. Sam Jacobs: When you’re thinking about your own activity and driving towards, do you have an annual quota at 6 River or a quarterly quota?

E-commerce 84

E-commerce Follow-up Quota Up-sell 84

Highspot

DECEMBER 21, 2022

Heads up: Your team will only ever be as good as its manager. In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Leading with accountability.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

SaaStr

SEPTEMBER 13, 2020

To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements. Coincidentally, SaaStr Annual was slated to be February 5th, 2020 this year, where we were going to reveal that the cloud had passed the one trillion market cap mark, which was exactly one year after the SaaStr Annual 2019.

Non-Profits 92

Non-Profits Strategize Trust Growth 92

SaaStr

AUGUST 27, 2019

Join us at SaaStr Annual 2020. The straight forward individual commission rate without any built in incentives, the quota should be determined top-down by the founder, best guess that can be iterated upon in case it’s grossly wrong. So most of our reps weren’t hitting their quota. Want to see more content like this?

Territory 62

Territory Cross-sell Contract Drivers/motivators 62

Sales Hacker

MAY 26, 2020

How to adjust your company’s 2020 forecast. How to adjust your company’s 2020 forecast [27:41]. Sam Jacobs: Today on the show, we’ve got Peter Wooster, a 25-year veteran of technology sales and executive management. Should that be a separate account management team? We’re on iTunes. I think we do.

Prospecting 124

Prospecting E-commerce Account management Up-sell 124

Sales Hacker

OCTOBER 7, 2021

Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator. Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. I managed a team of senior sales people and carried an individual quota. Jamie (Gray) Holt.

Sales 137

Sales Up-sell Start-ups Cross-sell 137

Sales Hacker

OCTOBER 21, 2019

I was afraid of not making quota, losing to the competition, making an embarrassing blunder, and the list goes on. It’s been years in the making, but it should be out by January 2020. Becoming the COO at Managed by Q after the WeWork acquisition. I credit this to what I learned being a seller/account manager.

Sales 99

Sales Up-sell Start-ups Cross-sell 99

SaaStr

MARCH 10, 2020

Join us at SaaStr Annual 2020. They’ve never missed a quota. Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. Rely on your success, know you are doing something right and scale faster. Want to see more content like this? FULL TRANSCRIPT BELOW.

Government 108

Government Up-sell Contract X-functional 108

SaaStr

JANUARY 3, 2020

The first is do you retire quota at the same rate for renewal as you do for new business? In other words, if I’m an AE and I book a $100,000 deal, $100,000 new customer versus a $100,000 expansion on existing customer, does that retire my quota at an equivalent rate? There’s two questions, I think.

Contract 12

Contract Price Commission Conversion 12

SaaStr

AUGUST 20, 2020

Kyle Parrish: I do think that in setting targets, you need to take into account a lot of things. So I think for us, we at Figma still review sales quotas each quarter. On the pre-sale side, everyone has a quota. You have to be fully committed and you have to be driving towards a goal every day, every week, every month.

Sales 108

Sales Price Quota Start-ups 108

SaaStr

MARCH 8, 2019

Join us for SaaStr Annual 2020. I have been thinking a lot, a lot, about how do you grow your business in 2019, in 2020? Product should have a quota inside your company. But really, everyone has got a number on their head and everyone has got a quota. Does product have a quota you will lose-. FULL TRANSCRIPT BELOW.

Cold Call 22

Cold Call Trust Go To Market B2C 22

Cience

JULY 9, 2020

And yet, many of the most successful businesses still practice cold calling in 2020, and they won’t be stopping anytime soon. Back in the 1980s-1990s, a new sales manager got a list of phone numbers, a telephone, and a sales pitch. Applying this do-everything salesperson in 2020 is an ultimate ‘sink’ strategy.

Cold Call 79

Cold Call Appointment Objectives and Key Results Prospecting 79

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. Aaron : Well, the hunters are going to want to stay in sales, the farmers are going to be like, well, I might want to go back to account management/customer success.

Growth 97

Growth Promote Engineering Up-sell 97

SaaStr

MARCH 8, 2019

Join us for SaaStr Annual 2020. I have been thinking a lot, a lot, about how do you grow your business in 2019, in 2020? Product should have a quota inside your company. But really, everyone has got a number on their head and everyone has got a quota. Does product have a quota you will lose-. FULL TRANSCRIPT BELOW.

Cold Call 44

Cold Call Trust Go To Market B2C 44

Sales Hacker

MARCH 11, 2025

And hindsight is 2020. Cassie Young: Hiring for quota capacity. And it’s like, well, show me the business where a hundred percent of them are hitting quota number one, but way more importantly. So you can’t just, you know, let them loose with this big quota. The data center that we used was closing, right?

GTM 80

GTM Growth X-functional Referrals 80

Sales Hacker

DECEMBER 10, 2024

There’s a natural limit to the capacity that a sales rep can carry, how much quota they can carry in a year or in a month. And the kicker, Scott, is that on Monday, March 16th, 2020, I started a class of 14 new sales reps. We grew 95% in 2020, but we didn’t hire as aggressively until the latter part of the year.

GTM 115

GTM Construction Up-sell Cross-sell 115

Sales Hacker

MARCH 10, 2025

There was no structured playbook, no hiring blueprint, and certainly no quota capacity planning. We took a traditional account management role, turned it into a true sales function, gave them quotas, comped them like salespeople, and built a structured playbook.

GTM 73

GTM Construction Launch Quota 73