SaaStr

MARCH 20, 2021

Larger, fast-growing start-ups often become excellent at it. Small start-ups are almost always terrible at it. Pick a price point you know how to sell a t. 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. Account management? Most of us do.

Quota 135

Quota Niche Price Up-sell 135

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. Other tools are more specialized, such as gamification, customer experience management, and lead prioritization. You can prioritize by lead score, territory, or you can block their data automation from entire accounts.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesforce

SEPTEMBER 26, 2023

You can lean into prospect need or interest, speeding up the sales cycle by cutting out long negotiations, and close quickly. This gets you to quota faster, which helps you hit company-wide sales targets. But how do you know if they are interested in what you’re selling? If so, you have a lead worth following up on.

Contract 119

Contract Negotiate Follow-up Contact 119

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. It requires multiple teams including marketing, customer success, account management, and more to optimize the sales cycle and performance. Sales enablement efforts span onboarding, ongoing sales training , and access to a content management system.

Cross-sell 93

Cross-sell GTM Technology Technology 93

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Achieving sales quotas and targets.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Hubspot

APRIL 27, 2023

They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. When an SDR has vetted a prospect, they'll pass the potential lead to Account Executives (AEs). Plus, you can move on from this role to become a sales manager or AE.

Account management 76

Account management Commission Contract Sales 76

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 90

Territory Cross-sell Quota Networking 90

Veloxy

DECEMBER 15, 2021

But in 9 out of 10 cases, sales teams that use AI exceed quota and expand in size. Follow up Reluctance. One of the biggest forms of reluctance is follow up. Data has shown that the more calls you place, the more likely the prospect will pick up the phone. Maybe you were an account manager or an SDR.

Cold Call 227

Cold Call Prospecting Follow-up Quota 227

Partners in Excellence

JANUARY 26, 2021

In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. They are processed by SDRs, SEs, Demo people, Account Managers and others. Again, if 1 million outreaches doesn’t achieve the goal, we up the outreaches until it achieves the goal. Do they know it?

Process 126

Process Sales B2B Quota 126

SaaStr

FEBRUARY 28, 2022

Back to getting on jets, doing real events and field marketing, but also … living primarily distributed start-up lives, on top of Zoom. Many of you will have little to no dedicated help in sales operations , even up to $10m ARR or beyond. They throw new reps in the mix, give them a ramp-up period, but training usually is weak.

Quota 97

Quota Sales Contract Start-ups 97

SaaStr

JANUARY 30, 2023

Overcoming challenges by optimizing for success In the early stages of setting up your SaaS business, it’s always a good idea to invest time thinking about the direction you want to take. Deel scaled the sales team from two to 250 account executives, but issues with productivity and enablement of the account executives cropped up.

Cross-sell 91

Cross-sell Account management Clients Growth 91

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. 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. SDR manager’s goal: Coach reps to keep the top of the funnel full.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

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. The Buyer’s Journey Stats Understanding the Buyer’s Journey through current stats can give you a leg up in your sales career.

Cold Call 82

Cold Call Commission Inside sales Territory 82

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Lead Scoring.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Sales Hacker

JULY 14, 2023

5x+ quota to OTE (for cost to book). If someone goes 4x+ their quota, they should (IMO) earn 1M+. I also like as few levers as possible to keep things simple, but am a fan of having accelerators when over quota to drive over-performance. Measured by qual opportunities per month. Cost of living limits incentive %.

GTM 52

GTM Commission Quota Growth 52

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase upsell/cross-sell rate. Acquire “seed” accounts. Manage deal flow. Lower expenses.

Commission 91

Commission Quota X-functional Non-Profits 91

SaaStr

NOVEMBER 23, 2019

Even if you are coming up a bit short, there’s one thing I do know. Then January 2 will come, and the team will be exhausted, at least the managers will be. They will rest up over the holiday. They throw new reps in the mix, give them a ramp up period, but training usually is weak. Have sane quotas for 2020.

Quota 89

Quota Sales Contract Closing 89

Hubspot

FEBRUARY 21, 2020

When you consider that the average onboarding and ramp-up time for a sales professional is nine months or more, that turnover rate starts to have serious consequences for individual sales teams and the revenue they’re responsible for. If you have reps on your team who aren’t making their quota, parting ways with them can be the right move.

X-functional 94

X-functional Quota Objectives and Key Results Drivers/motivators 94

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. Direct sales reps get comped on the initial sale and hands the customer off to Account Management on day one.

Commission 72

Commission Account management Quota Sales 72

SalesLoft

DECEMBER 19, 2023

Over the past year, the brunt of cuts have hit SDR and BDR roles, leaving AEs, AMs, and even CSMs to pick up the work of prospecting, qualification, and upsell. Ironically, smaller revenue teams are often more complicated to manage. That lets them meet buyers where they are, from creation to close, so they can meet and beat quota.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. It's important for this role to educate prospects and follow up once a sale is closed to maintain customer satisfaction and encourage repeat buyers. Account Manager. Image Source.

Commission 76

Commission Territory Finance Inside sales 76

Sales Hacker

OCTOBER 28, 2022

Check in constantly and send detailed internal follow-ups!). Because I can keep selling to them later.”. And she’s got the numbers to prove it, ending the last FY at 187% of quota, and looking for more this year. Top performers spend 10% less time selling than average performers. Have a plan.

Sales 85

Sales Follow-up Quota Presentation 85

SalesLoft

SEPTEMBER 27, 2023

But one question remains: What’s it like to sell with AI? Where are the real stories of account executives and account managers who are actually using the AI-based tools their companies are touting? Meet Turner, Kyle, Luke, Matthew, Ryan, and Kieran — your guides to selling with AI. Ups and downs.

Hospitality 52

Hospitality Pipeline Gaming Cold Call 52

Salesforce

DECEMBER 14, 2023

Making the most of sales time tops the list, as reps spend only 28% of their time on selling activities, according to our State of Sales report. It weaves in sales goals and customer data, along with complex schedules, multiple stops, and strict timeframes, to ensure you hit quota. What are the benefits of sales route planning?

Territory 59

Territory Appointment Transportation CRM 59

Hubspot

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. But who has higher on-target earnings, better quota attainment, and brings in more revenue? Outside sales reps spend almost half their time (45.4%) selling remotely -- an 88.4% Quota Attainment.

Outside Sales 92

Outside Sales Inside sales Quota Sales 92

SaaStr

OCTOBER 25, 2021

You should stand behind your product and sign up for those until you have a real brand in the space. “Selling a data product to non data users at $500 USD in MRR, when $2500 is the sweet spot. Account management it’s same work. For it to work, the set up cost has to be $0. But an unpaid pilot? Jason, ed. :

Price 114

Price Contract Referrals B2B 114

Miller Heiman Group

JUNE 30, 2020

If you want to build long-term customer relationships, you can’t stop selling when you close the deal. We’ve found that the highest-performing sales organizations have tightly aligned their selling activities—including prospecting, outreach, opportunity management and account management—to their customer’s path.

Quota 78

Quota Account management CRM Up-sell 78

Sales Hacker

APRIL 11, 2019

With this approach, you won’t need to develop creative ways to get them to want to sell more. When you praise them, you’ll see them smile and “light up.”. Use this data as an indicator of how much they need to sell to reach their financial goals. RELATED: 12 Expert Tips For Managing a Successful Sales Team.

Extrinsic 86

Extrinsic Drivers/motivators Intrinsic Commission 86

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). RELATED: 5 Psychology Tips From An FBI Hostage Negotiator That Will Make You Sell Better.

Negotiate 103

Negotiate Quota Closing Price 103

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. Companies that sell a wide variety of products and services have sales teams organized by the type of product or service they offer. Customer & Account Structure. Size of your sales team.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

NOVEMBER 13, 2020

But while comparison is a great motivator in stack ranking, it becomes a de-motivator in the nuances of how you sell. This is because, while there are core fundamentals to selling, the ultimate key to success lies in being authentic. You might even consider competition as a Strength of yours. Authenticity means you make it yours.

Drivers/motivators 113

Drivers/motivators Sports Sales Quota 113

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

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. Managing with an eye on the big picture.

High impact 52

High impact Objectives and Key Results Sales Teamwork 52

Partners in Excellence

NOVEMBER 10, 2014

I’ve reflected on stunning performances, outrageous wins, stellar quota attainment. I’ve finally come up with the answer. I continue asking: Best quota performance, best sustained quota performance, best profitability, highest growth, biggest single deal, biggest year. I distrust “Best lists.”

Quota 96

Quota B2C Manufacturing Non-Profits 96

Sales Hacker

SEPTEMBER 24, 2018

Goodbye missed quotas; hello sales engagement!). To put things in context, sales engagement platforms are the selling world’s version of the cell phone and email when it comes to sheer transformative power. The company automated much of its sales team’s email and dialing workflow, giving reps more time for actual selling.

Cross-sell 81

Cross-sell Sales CRM Quota 81

Partners in Excellence

AUGUST 23, 2022

And when we seem to be falling short, we ramp up our efforts. What’s up?” We recognize this has little to do with what we sell, focusing more on helping the customer understand what they could achieve. We know we are accountable for selling the entire product line, so we look for those opportunities.

Sell 68

Sell Pipeline Quota Up-sell 68