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

Understanding the Sales Force

NOVEMBER 7, 2022

I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. 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?

Quota 113

Quota Pitch Sell Gaming 113

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. The post The 10 Best Salesforce Automation Tools for 2022 & 2023 appeared first on Veloxy. Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team.

Appointment 147

Appointment Territory Cross-sell Contract 147

Spiro Technologies

DECEMBER 23, 2021

For salespeople, this is doubly impactful, as our annual quota starts from zero and we’re forced to start rolling the boulder from the bottom of the hill once again. The post 7 New Year’s Resolutions Every Salesperson Should Make for 2022 appeared first on Spiro.

Commission 111

Commission Quota Up-sell Start-ups 111

Martech

JULY 17, 2024

A marketing VP’s dilemma In 2022, Emma was the confident VP of Marketing for a thriving SaaS analytics platform. As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. Sound familiar?

GTM 102

GTM Product Drivers/motivators Strategize 102

Iannarino

NOVEMBER 25, 2022

At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, but it shouldn't be your only goal. You should have a few goals you are pursuing while contributing what your company needs from you.

Quota 268

Quota Sales 268

Gong.io

JANUARY 31, 2022

It’s now 2022. Sales quota generally doesn’t decrease. The post Sales Managers: The Software Stack To Turbocharge Your Team in 2022 appeared first on Gong. Reason #1: Your buyers have changed. This Entrepreneur article titled, Want to Close 10x More Deals? Have More In-Person Meetings is 100% spot on. . The only problem?

CRM 118

CRM Pipeline Sales Strategize 118

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. The event’s session agenda read much like it has in years past, with topics including sales comp fundamentals , plan design, quotas, analytics, and sales force motivation.

Drivers/motivators 100

Drivers/motivators Quota Territory Sales 100

SaaStr

FEBRUARY 28, 2022

2022 — the year we’re now in the New Normal. Have sane quotas. Make sure the majority of your reps can hit quota. Overlap goals and quotas. The post 15 Ways to Help Your Sales Team in 2022 appeared first on SaaStr. This will take some of the pressure off the sales team. Let your closers be closers.

Quota 98

Quota Sales Start-ups Contract 98

Iannarino

OCTOBER 30, 2022

If not, you aren’t alone: Only an estimated sixty percent of reps hit their quotas. Are you hitting your targets?

Quota 269

Quota Sales 269

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! Spec the role(s), Post your job descriptions, collect resumes, choose some candidates to interview and make some hires.

Quota 127

Quota Territory Start-ups Sales 127

Force Management

SEPTEMBER 22, 2022

It’s no secret that 2022 trends show a leveling of growth and steadily declining consumer confidence across global markets. Times of economic uncertainty and decreased consumer confidence are inevitable, and these downturns during the economic cycle can be particularly challenging for sales organizations.

Quota 135

Quota Sales Growth Meeting 135

SaaStr

NOVEMBER 6, 2022

SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. SaaS Multiples Are Down 75% From a Year Ag.

Quota 116

Quota Presentation Growth Sales 116

Cerebral Selling

AUGUST 8, 2022

In July 2022, over 30,000 tech workers were let go. And in times of crisis, two things can happen: Fear and distraction give way to diminished revenue production, quota attainment, and rash decisions to leave for greener pastures (which we know don’t often exist).

Sales 220

Sales Contract Clients Quota 220

Veloxy

DECEMBER 28, 2021

While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. The 5 Best Sales Acceleration Software for 2022. Sales Managers are constantly under pressure to hit BIG numbers. Sales managers are paying close attention.

Non-Profits 200

Non-Profits Sales Inside sales Contact 200

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. And how many hit quota?

Sell 133

Sell Quota Commission Contract 133

SaaStr

APRIL 8, 2022

jasonlk) February 10, 2022. It’s got the data to back up a lot of things you probably know or suspect, but with a few surprises: Reps that don’t believe they can meet their quota are looking for another job. . — Jason BeKind Lemkin #???????????? We know this, but perhaps don’t always spend enough time here.

Promote 123

Promote Quota Sales Meeting 123

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. Sales Culture In 2022. Sales Rep Performance in 2021 vs. 2022. The Top Sales Trends of 2022.

Cross-sell 69

Cross-sell B2C Sales Quota 69

Hubspot

NOVEMBER 29, 2022

The ability to switch between four different types of forecasts, each with its quota and adjustment data. Custom quota metrics. Freshsales allows users to set custom quota metrics based on specific sales goals. Mediafly, which operates Intelligence360, acquires InsightSquared in 2022. What We Like. What We Like.

Pipeline 87

Pipeline Price CRM Quota 87

SaaStr

NOVEMBER 10, 2022

And importantly, in the boom times of late 2020-early 2022 … in many cases, all hiring discipline was lost: Everyone lowered the hiring bar, which reduced efficiency. Sales teams hired way, way ahead to hit huge plans, and in many cases, ended up with a tough combo of lower quota attainment and higher comp structures.

Price 128

Price Quota Growth Sales 128

Sales Hacker

JUNE 8, 2022

It’s our responsibility to build an environment where today’s top-performing reps can thrive, so they can surpass quota, stay with our organizations, and grow into our next generations of leaders. The post What We Learned on the Sales Hacker Roadshow (2022) appeared first on Sales Hacker. What’s next. Don’t let the conversation end.

Commission 103

Commission Sales Relationship building Up-sell 103

SaaStr

SEPTEMBER 9, 2022

But the math got tougher as we moved to $400k-$600k quotas, and it got tougher again as OTE expectations went up. Either higher quotas, lower attainment, or for a while, even more venture capital. Folks that increased quotas to compensate for sales comp inflation and lower margins ended up in many cases with low attainment.

Commission 138

Commission Quota Sales Closing 138

SaaStr

JUNE 16, 2023

Second, calculate a reasonable attainable quota for your closers, your Account Executives. To be conservative, assume 75% yielded quota. I.e., that only 75% of your reps, as a group, hit their quota. In theory, higher quotas should “pay” for specialization so in theory, and this wouldn’t impact headcount too much.

Quota 127

Quota Sales Closing Networking 127

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

Veloxy

JUNE 23, 2021

The more you think things through in advance, the shorter your sales cycle will be and the better your chances of exceeding sales quotas. Actual sales vs Quotas. According to a recent survey by Virgin Media Business, 60% of office based employees will regularly work from home by 2022. Close rates. Average revenue per new client.

Sell 317

Sell Education CRM Up-sell 317

Partners in Excellence

DECEMBER 30, 2021

” As sales people, we focus on our goals, quotas, and commissions. Perhaps as we enter 2022, it’s a great time to start engaging our customers, people, suppliers, shareholders, and communities to develop initial answers to these shared questions. The customer is only a vehicle for achieving those.

Commission 149

Commission Quota Customers Sales 149

SaaStr

NOVEMBER 13, 2022

SaaStr 607: AMA with SaaStr Founder & CEO Jason Lemkin at SaaStr Annual 2022 – Part 1. ? ?. SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin.

Quota 115

Quota Presentation Growth Customers 115

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. The post Your Ultimate Guide to Sales Leadership in 2022 appeared first on Highspot.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

SaaStr

OCTOBER 1, 2022

Now of course some of this is a function of the boom times of late 2020 to early 2022, when lucky started were flooded with capital. They often aren’t willing to run a campaign, or carry a quota, or even talk to customers themselves. Not an 8 person team at $3m ARR, but just 8 on content alone! Even the ones not quite that proven.

Quota 138

Quota Campaign Customers Process 138

Predictable Revenue

APRIL 4, 2022

We sat down with pro sales development reps and got insider information on what tech they’ve been using to crush quota. The post Top Outbound Sales Tools Your SDR Team Needs in 2022 appeared first on Predictable Revenue.

Quota 59

Quota Sales 59

Sales Pop!

JANUARY 18, 2023

In sales, 2022 is long past. Your 2023 quota is now the holy grail and 2022’s performance is as important as the conversations old men have in regaling their high school sports careers. Your accomplishments of last year, which ended just a few weeks ago, might as well be ancient history. but in truth, it’s no laughing matter.

Sports 130

Sports Clients Up-sell Quota 130

SaaStr

MARCH 20, 2024

Sam just finished 18 months at Founders Fund after joining in mid-to-late 2022. In 2021 and 2022, the money was a net negative, and what GTM organizations did was twofold. You could even present it to the sales team as options one and two: We can continue hiring more salespeople and keep quotas the same.

Quota 120

Quota Finance Drivers/motivators Growth 120

SaaStr

JULY 2, 2024

The most encouraging data was in Q3 and Q4 of 2022. It was a small sign that we might be bottoming out, and software selling might be getting incrementally easier than it was throughout 2022 or 2023. In Q4 of 2022, that number decreased to 23%, less than 1 in 4 reps making their numbers.

Non-Profits 120

Non-Profits Finance Growth Up-sell 120

SaaStr

JANUARY 20, 2022

— Jason BeKind Lemkin 2⃣0⃣2⃣2⃣ (@jasonlk) January 12, 2022. Sales is still a people-driven business, and quotas and attainment haven’t really changed all that much over the years. That's how much in bookings they plan to add this year. It’s still a decent hack though.

Growth 123

Growth Quota Up-sell Closing 123

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. If someone doesn’t meet quota, they might earn a lower commission rate.

Commission 98

Commission Product Quota Drivers/motivators 98

Veloxy

OCTOBER 25, 2022

Given our prediction, here are three huge field sales trends to keep in mind for 2023: Focus on the customer experience Social selling will continue to increase in popularity “Just in time” engagement will be critical Don’t forget to download the 2022 State of Field Sales Report here > 1. Focus on the customer experience.

Territory 130

Territory Sales Gaming Up-sell 130

SaaStr

APRIL 20, 2025

The 3 plans you need to make as a founder: The C10 Plan, The C60 Plan, and the C90 Plan: pic.twitter.com/JSPcjbfzpt — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) October 4, 2022 Youre essentially building three layers of planning to balance ambition, realism, and risk management.

Sales 60

Sales Quota Drivers/motivators Product 60