Partners in Excellence

JANUARY 24, 2025

I track myself and each person on my team on three fundamental metrics: YTD performance against goal, number of high impact conversations each week (each person has a quota, mine is 6. ” Customer service will have their 5, marketing theirs, rev op/enablement theirs, inside sales/BDRs theirs, field sales theirs, account managers theirs.

High impact 104

High impact Pipeline Inside sales Quota 104

RingDNA

JULY 2, 2025

It’s ideal for both B2B and B2C sales professionals aiming to sharpen their sales instincts and improve quota attainment. It covers everything from identifying ideal prospects and mapping accounts to engaging buyers through personalized outreach. Duration: 6 weeks (self-paced with daily modules) Cost: ~$695 2.

Retail 62

Retail Technical Sales Consult CRM 62

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. This sales tool is used to quickly update and manage your Salesforce CRM. Scratchpad. It is what it sounds like.

Quota 147

Quota Contract Account management Price 147

The Sales Hunter

NOVEMBER 17, 2015

I know it’s hard to believe, but 2016 is right around the corner! There are definitely some things you should be doing now to ensure your 2016 gets off to a great start. Below are the 10 that I definitely think you should not overlook: 1. Learn the 2016 company objectives for each of […].

Account management 81

Account management Quota Drivers/motivators Sell 81

Veloxy

JUNE 23, 2021

3: Account Managers. The Account Manager is responsible for checking on clients and nurturing relationships after the contract is signed. What’s more, they also help implement the product and lend a hand to Account Managers when the client has technical needs. 5: Sales Operations.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Understanding the Sales Force

JUNE 17, 2025

In many companies, it’s the tail wagging the dog, with top salespeople calling the shots by: Refusing to use the company CRM Refusing to prospect for new opportunities Refusing to accept a larger quota Refusing to participate in a daily huddle Refusing to be held accountable I always suggest, “Let’s replace them!” I ask, “Why not?”

Gaming 93

Gaming Contract Sales Quota 93

Veloxy

AUGUST 4, 2022

Like with every sales management quandary, a question is answered with another question. Is it volume and quota, or is it efficiency and customer experience? These are the most popular dialers for inside sales and account management teams. What’s your sales strategy and your number one KPI? Quick Dialer.

Outside Sales 173

Outside Sales Inside sales Quota Commission 173

SaaStr

MARCH 20, 2021

Account management? If you don’t truly believe, it will be really tough to hit quota. From 60 days as an SDR straight to a quota-carrying AE. I’ve seen sales reps great at $20k deals join a start-up with tons of leads but at a $2k price point and fail. And vice-versa. Pick a sales process you are comfortable with.

Quota 137

Quota Niche Up-sell Price 137

SaaStr

JULY 22, 2020

Relatively High Quota. You don’t make a lot on each deal, and with a high quota, it’s a big nut to hit. Almost Complete Hand-off of Customers to “Others”, Customer Success, Account Manager, etc. If they make too much, the quota was too low. We still had quotas, of course.

Commission 145

Commission Quota Inside sales Sales 145

Partners in Excellence

APRIL 18, 2014

.” It could be an account, collection of accounts, industry segment, or geographic territory. Yes, our companies give us quotas and goals, but like great entrepreneurs, we really want to maximize our penetration, share, growth in the territory. It’s up to us to maximize the results produced in that territory.

Territory 115

Territory Account management Quota Strategize 115

Veloxy

DECEMBER 15, 2021

But in 9 out of 10 cases, sales teams that use AI exceed quota and expand in size. Maybe you were an account manager or an SDR. There are a lot of misconceptions surrounding the role artificial intelligence plays in sales. Some salespeople fear that AI will displace them. Buyer Intent & Dialers. Rookie Mistakes.

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

Partners in Excellence

OCTOBER 12, 2021

” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal. Each has made their number, they’ve each hit their quota of $5M revenue. We have to make sure we are holding our people accountable for selling the entire product/offering line-not just their favorite products.

Territory 130

Territory Quota Growth Account management 130

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. The TeamLink feature helps you find warm paths into accounts through shared connections. When reps dont know how to use their tools properly, or when tools dont talk to each other, productivity takes a serious hit.

Product 130

Product CRM Price Objectives and Key Results 130

Sales Hacker

DECEMBER 9, 2022

Pro tips for segmenting and scoring accounts. Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. There are endless ways to divide quotas across territories and teams. For example, you give Bob a $10M quota.

Territory 117

Territory Quota Strategic planning Sales 117

Partners in Excellence

JANUARY 26, 2021

They are processed by SDRs, SEs, Demo people, Account Managers and others. The percent of people making quota continue to decline. .” Rather than focusing on listening, learning, sharing, we have tools focused on conversational intelligence–but they can’t conduct high impact conversations.

Process 147

Process Sales B2B Quota 147

Sales Pop!

JUNE 19, 2024

Conclusion: My Story: the bullying-type salesmen were desperate to meet their quotas. Lockhart @Ian Moyse @Channel, Sales & Account Management Experts @ Smooth Sale Nice Girls DO Get the Sale is an International Best-Seller and Evergreen: A Classic!

Sell 173

Sell Appointment Account management Represent 173

Highspot

MARCH 6, 2025

If done right, they are a real game-changer for company culture and sales performance management. Thats the difference between a sales team just getting by and one crushing quotas. Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Partners in Excellence

MAY 3, 2022

When I meet with managers, I ask them, “What data do you use to monitor performance?” ” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You are behind your YTD quota. ” This is when things get interesting.

Quota 130

Quota Pipeline CRM High impact 130

SaaStr

NOVEMBER 8, 2022

Second, if your quotas are real, and attainable, sales shouldn’t be that expensive. You have reps with an OTE of $120k on an $800k quota … I mean, if they come close to quota attainment, then sales shouldn’t break the bank. Don’t wait to invest in customer success and account management.

Quota 114

Quota Contract Price Growth 114

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Acquire “seed” accounts. Manage deal flow. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. The more support you expect reps to give customers (such as implementation help, account management, etc.), Absolute commission plan.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

JUNE 16, 2025

Business development managers (BDMs), account executives, and anyone who can self-generate leads and close deals.” Even account managers — once focused on relationship-building — are now expected to drive revenue. Asking what percentage of people in the role hit quota last year can be very important.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

SaaStr

MAY 10, 2025

Truly Proactive Account Management Dont just wait for customers to churnmonitor account health daily. Create clear quotas for meetings, both on Zoom and for bigger customers, IRL. This is especially critical for enterprise accounts, where relationships often determine renewals and expansions. Even today.

Customers 90

Customers Referrals Quota Account management 90

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Unlike a closing sales rep, SDRs don’t carry a traditional quota. Sales Engineer.

Territory 101

Territory Commission Outside Sales Account management 101

Sales Hacker

AUGUST 16, 2022

With the recent economic downturn, it’s been challenging for many organizations to hit quotas. Guests: Bob Basiliere – VP of Account Management at Allego. And the burden of closing the rest of this year’s deals and boosting pipeline for next year is probably weighing heavy. .

Closing 101

Closing Quota Account management Pipeline 101

Partners in Excellence

MARCH 4, 2020

That’s what we miss about failure, we are accountable for the outcomes we produce. If we are unprepared to accept the accountability, manage the risks and understand/accept the consequences, we will never be prepared for success or to do the work that being successful requires.

Quota 150

Quota Account management Price Prospecting 150

Salesforce

JULY 6, 2023

Behind the Cloud’ by Marc Benioff Recommended by Kristen Handler, senior account manager at Red Argyle What it’s about: This book tells “the untold story of how Salesforce.com went from idea to billion-dollar company.”

Quota 86

Quota Closing Education Sales 86

SaaStr

DECEMBER 2, 2023

The sales-driven SaaS companies that are very capital efficient generally end up at 4x-5x or greater as a ration of average quota attainment / average OTE. Where you burn a ton of cash is “buying” sales. Shoving sales reps into segments where you don’t have enough leads / enough demand.

B2B 107

B2B Quota Account management Gaming 107

SalesforLife

SEPTEMBER 30, 2019

In 2011, CSO Insights and The Alexander Group did a study that showed that 63% of sellers were making their quota. That means that 50% of sellers aren’t making their quota! Another 2018 study by TOPO Research showed that of the 50% of sellers that didn’t make quota, 83.4%

Prospecting 96

Prospecting Quota Cold Call Cross-sell 96

Pointclear

NOVEMBER 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The three agency people looked at each other, smiled, and the account manager launched into a series of questions. What do you mean?”. “Do I’m smiling).

Presentation 101

Presentation Account management CRM Quota 101

Salesforce

NOVEMBER 15, 2024

Account Management: An Account Manager is responsible for nurturing and managing relationships with existing clients to ensure their satisfaction and maximize revenue opportunities. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Sales Hacker

MAY 5, 2020

Quotas and Target Metrics. Despite the downturn, many salespeople aren’t getting much relief in regards to their individual quota/target metric. 59% of the salespeople we surveyed are still responsible for the same quota. More prospecting by Account Managers. This is in comparison to only 28% with a decrease.

Cold Call 115

Cold Call Quota Represent Pipeline 115

Engage Selling

MAY 3, 2013

Lagging indicators: Revenue and quota focused KPI. Annual quota. KPI’s for Account Management and client retention / growth. Depending on your business, you may have additional KPIs to take into account. Review your sales from prior years or quarters to help you calculate averages and quotas.

Contract 99

Contract Quota Pipeline Sales 99

Partners in Excellence

SEPTEMBER 26, 2012

Too often, we track things like quota performance. But that doesn’t necessarily tell you whether the sales person is good or has the capabilities to sustain quota performance. In the absence of a sales competence framework or model, often we evaluate and track the wrong things.

Territory 107

Territory Quota Sales Drivers/motivators 107

Partners in Excellence

SEPTEMBER 4, 2013

Related Posts: Customer Success And Quota Attainment Are Not In Conflict Buyers Are Self Educating, So Should Sellers! Sales Person As Orchestrator Or Resource Manager Are You Prepared To Have A Customer-Specfic Conversation? The Customer Designs Their Own Customer Experience.

Cross-sell 116

Cross-sell Account management Represent Quota 116

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. You need to have the people already in place when you’re looking to hire for senior account management.

Territory 98

Territory Cross-sell Quota Networking 98

Hubspot

MARCH 21, 2018

But who has higher on-target earnings, better quota attainment, and brings in more revenue? To continue, the inbound function of partnering with marketing is strongest in conjunction with a renewals function to support the account management team. Quota Attainment. of reps reach quota attainment each year.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Sales Hacker

OCTOBER 23, 2018

As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). It was a close call. It’s not that you haven’t been down this path before.

Negotiate 123

Negotiate Quota Closing Price 123