Account management Contract Gaming Quota 
SaaStr
NOVEMBER 8, 2022
Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Does it cost so, so much to host a few million lines of code on AWS?
Sales Hacker
FEBRUARY 16, 2024
If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Superbowl was quite the game. Every minute that goes by off-target is $8.30 Uber Eats ft.
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Sales Hacker
JULY 25, 2022
Considered lagging indicators — you can’t change their outcome, but you can use them to identify problem areas and develop a new game plan. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Account value.
SalesLoft
AUGUST 10, 2023
The Salesloft platform itself is — without exaggeration — a game changer for account executive-initiated prospecting. Without complete visibility, your win rate could end up all over the board, leaving many of your reps vulnerable to missing quota. That’s why pipeline visibility in your sales workflow is so vital.
Openview
APRIL 3, 2018
You can’t blame him – he did what was right for the customer and gamed the system of a poorly designed comp plan. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one. DON’T pit your Direct Sales and Account Management/Customer Success teams against each other.
Highspot
JUNE 22, 2021
With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? One technique critical to creating a lasting partnership is to nail the handoff between account executives and customer success or account managers. Close Deals, Crush Quota.
SaaStr
AUGUST 27, 2019
I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great. You’re doing something that is brand new. So Michaela?
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