Miller Heiman Group

FEBRUARY 21, 2019

In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. percent higher quota attainment versus those that rely on “gut.” they work with finance to customize billing to accommodate a high-value customer. they convince clients to attend company events.

Quota 62

Quota Technique Negotiate Finance 62

SaaStr

JULY 1, 2020

What’s going on with all the inbound, how we managing our pipeline, downgrades and pauses, CSMs, BDRs and quotas, but to Kristen and Sam, I actually wanted to use this slide I had in it. It’s not always the same groups doing that, but I do think that you have to look at your quotas and your goals for your team.

Process 93

Process Sales Quota Commission 93

Hubspot

NOVEMBER 7, 2023

Below is a view of how a CRM dashboard displays deal forecasts, sales pipeline, and deals closed against quota for a given month. 5 Benefits of CRMs Customer data management. A CRM tracks quota attainment and activity metrics such as emails sent, calls made, meetings booked, opportunities created, and deals closed.

CRM 78

CRM Contact Objectives and Key Results Contract 78

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]. Building a revenue plan [22:58].

Cross-sell 97

Cross-sell Clients Growth Up-sell 97

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance.

Territory 58

Territory Cross-sell Drivers/motivators Contract 58

Highspot

JULY 31, 2020

Typically, account or business development reps generate pipeline or nurture marketing-qualified leads. These leads are eventually handed off to an account executive, who then completes the sale. Maximizes operational efficiency via specialization. Deepens rep expertise in specific sales motions. Structure Your Sales Team to Succeed.

Assembly Line 72

Assembly Line Territory Strategize Sales 72

SalesLoft

OCTOBER 1, 2019

How can you immediately identify a great sales manager? Should salespeople divert focus away from their quota? Can sales managers give their reps criticism without taking the wind out of their sails? If you want to go on the account management track, you have to master value selling and relationship management.

Relationship Management 40

Relationship Management Finance Up-sell Promote 40

Lead Fuze

AUGUST 12, 2021

Episode 31: Mastering Account Management as a Sales Professional. Small business owners, sales reps, and others come onto the program to share what they are using today to make quota. A lot of solid sales tips to help you make quota. Anyone in the inside sales camp should find something of value. The Gist: .

Sales 98

Sales Drivers/motivators Up-sell Inside sales 98

SaaStr

JUNE 16, 2020

And so we’ve learned good best practices to put more tools and more controls in the hands of frontline managers, frontline reps so the back end finance teams, sales ops teams aren’t inundated. We have to look at different metric than just quota attainment. And that’s really helped through this message.

GTM 73

GTM Healthcare Pipeline Sales 73

Sales Hacker

APRIL 16, 2018

Kiva Kolstein : We have about 40 people on my team and my team consists of customer success, which includes account management and product specialists and sales. Whether it’s engineering or product help or even the finance team or marketing team. Sam Jacobs : Yes makes sense, so monthly, quarterly, or annual quotas?

Territory 43

Territory Cross-sell Up-sell Objection handling 43

SaaStr

SEPTEMBER 27, 2024

Rippling did this up until about two years ago when they ran into the constraint of not having enough accounts in the database to get the yield needed to hit growth goals for the next year. At the time, they’d reach out to a thousand accounts and get about 5-10 demos. Those SDRs had quotas of 50-60 demos per month.

Growth 126

Growth Quota Account management Cold Call 126

Partners in Excellence

NOVEMBER 10, 2014

I’ve reflected on stunning performances, outrageous wins, stellar quota attainment. Then I continued asking: Field direct, inside sales, telesales, channel, SMB, Large Account, Global Account, Commoditized Product, Complex Systems, Services, Ideas, B2B, B2C, Retail, B2B2C, early stage start up, big brand/Fortune 500.

Quota 121

Quota B2C Manufacturing Non-Profits 121

SaaStr

MAY 3, 2021

A new edition, new services, an outbound sales team, an account management / upsell team. The VPS gives his CEO a customer visit quota: You shouldn’t be the VP of Marketing Anymore. Hire a VP of Finance or even a CFO Early if You Are Growing Quickly. Outsourcing Finance Breaks Earlier Than You Think.

Finance 113

Finance Strategize Engineering Quota 113

Sales Hacker

OCTOBER 7, 2021

Carrying 8+ years of SaaS sales experience, Alexine is backed by numerous President’s Club awards, quarterly high achievement recognitions, and a consistent track record of surpassing quota. I managed a team of senior sales people and carried an individual quota. What is one a-ha moment you’ve had in your sales career?

Sales 136

Sales Up-sell Start-ups Cross-sell 136

Sales Hacker

NOVEMBER 10, 2020

AJ Bruno: QuotaPath is a dead simple sales compensation tool for sales teams, for ops, for finance, anyone that’s ever struggled with comp plans, struggled with the ins and outs, explaining it, what if I close these deals, we built a tool for you. I worked really hard in the first three months and hit quota somehow. I just left.

Growth 98

Growth Finance Start-ups Drivers/motivators 98

Sales Hacker

MAY 26, 2020

Sam Jacobs: When do you think one of the focus areas for your advisory business is building partnerships between sales, CS, finance and product? Should that be a separate account management team? How is the existing customer conversation and revenue managed? How do you build an effective partnership between departments?

Prospecting 120

Prospecting E-commerce Account management Up-sell 120

Salesforce

SEPTEMBER 26, 2023

This gets you to quota faster, which helps you hit company-wide sales targets. Work with your tech team on making trials or demos available (if applicable), and with your finance teams on drafting proposals and contracts so they’re ready to go. If you correctly identify a buying signal, landing a deal becomes much easier.

Contract 119

Contract Negotiate Follow-up Contact 119

Hubspot

MAY 3, 2018

But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota. I hope people like me continue to raise the importance of formal continuing education within the sales profession, in the same way it’s applied to corporate roles like finance, legal, HR and IT.” Here are their answers. “I

Sell 101

Sell Sales Inside sales Education 101

Sales Hacker

JULY 17, 2019

There is a reason that star sales rep consistently hits quota. Meet with your CFO or head of finance. Instead of asking your boss for advice on how to get promoted, ask them if there are any projects you can work on to support them — and promise it won’t affect quota. Go back to the table and hone your craft.

Promote 93

Promote Quota Sales Consult 93

Sales Hacker

NOVEMBER 24, 2020

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. Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella.

Sell 106

Sell Territory Quota Up-sell 106

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. 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.

Sales 95

Sales Price Quota Start-ups 95

Lead Fuze

AUGUST 5, 2021

Gillian Sontz, a Sales Development Representative at QuotaFactory, is responsible for tele-profiling target accounts for Sales Context in order to help her clients reach sales quota. Explore thousands of in depth articles on sales, marketing, customer success, finance, leadership, product development, HR and much more.

Negotiate 98

Negotiate Sales Retail B2B 98

Sales Hacker

MARCH 11, 2025

And number three, we need to operate predictably and responsibly right on the finance side. Managers on the go to market side of the business, or were these managers across the entire organization? Even the people team financed the entire organization, it really, I mean, support is a hard job. Did you have that just for?

GTM 76

GTM Growth X-functional Referrals 76

Sales Hacker

DECEMBER 10, 2024

They can influence finance. Um as you know smb mid-market enterprise sdr team and then all of the ops and enablement rolled up to to me um i didn’t have bi that was on our vp of finances our our cfo’s team but yeah so for me it was new logo sales install based sales operations enablement and um and sdr i. You add people.

GTM 111

GTM Construction Up-sell Cross-sell 111