Salesforce

AUGUST 24, 2023

Cross eyes. Automatically create sales dashboards to visualize your data Hit your targets with data-driven selling guidance built directly into your CRM. By knowing these, you can see signs that overarching sales strategy should be revisited, territories should be re-evaluated, or enablement efforts should be shored up.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Partners in Excellence

AUGUST 11, 2020

High percentages of the sales teams were making their quotas, but they were working their asses off winning deals that were smaller than they thought they should be winning. Somehow, something seemed off, they didn’t understand why they weren’t finding and closing much larger deals. The client changed territory assignments.

Territory 91

Territory Cross-sell Pipeline Inside sales 91

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively.

Territory 71

Territory Quota Cross-sell Government 71

Gong.io

AUGUST 24, 2022

First off, forecasting helps sales leaders set realistic targets, helping them to hold sales reps accountable to quotas that are actually attainable. . Sales managers use forecasts for territory planning as well. With bottom-up forecasting, you’ll look at each deal individually and assess: What’s likely to close and when.

Territory 62

Territory Pipeline Finance Sales 62

Sales Hacker

JULY 25, 2022

Before a new customer deal can close, an SDR has to find that customer. 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. Accounts by region. Sales accepted opportunities. Future meetings. New accounts.

Engineering 100

Engineering Objectives and Key Results Cross-sell Pipeline 100

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. This structure is relatively rare in selling organizations.

Commission 91

Commission Quota X-functional Non-Profits 91

Hubspot

JUNE 8, 2021

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Nearly half of their time is spent selling remotely (i.e. But if you're thinking "Huh?

Commission 76

Commission Territory Finance Inside sales 76

Miller Heiman Group

AUGUST 15, 2019

Maybe you log into your CRM, look up which of your salespeople exceeded their quotas and brought in the highest amount of closed-won business. For example, they may have inherited the account from someone who built a strong relationship and “farmed” it well or have a strong territory assignment. Not necessarily. Conclusion.

Cross-sell 78

Cross-sell Quota Territory Sales 78

Salesforce

AUGUST 1, 2023

A sales plan includes which buyers and territories to target, which sales strategies to employ, how many reps (if any) to hire, what your quotas should be, and how to set compensation for the sales team. Sellers use this plan to prospect, sell, and close. Plan faster to sell more What is top-down sales planning?

Strategize 52

Strategize Cross-sell Territory Finance 52

SaaStr

DECEMBER 20, 2019

How does Manny think about quota construction today? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? What is sufficient? What is excessive? And so on and so forth.

Territory 56

Territory Quota Cross-sell Pipeline 56

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Growth forecasts of sales territories. Modern sales operations teams improve sales performance by speeding up the sales cycle and enabling reps to close deals faster.

Non-Profits 75

Non-Profits CRM Territory Cross-sell 75

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 52

Salesmate

OCTOBER 22, 2021

Help your reps close more deals! The individual commission plan is targeted towards salespeople who have exceeded their sales quotas. Likewise, if you want your reps to crush their sales quotas, then you need to provide rewards in form of commission. The more deals your sales reps close , the more commission they’ll earn.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

Highspot

MAY 8, 2020

In the world of business-to-business sales, coaches are just as essential to ensuring reps have the skills they need to close deals with confidence. Account or territory planning. But just as a great rep is taught how to sell, anyone can become a great sales coach — they just have to learn how. Asks closed-ended questions.

Technique 78

Technique Sales Negotiate Quota 78

SaaStr

SEPTEMBER 26, 2019

They will do outbound, they will qualify inbound, they can close small deals, they can close large deals, they can write white papers, they will do everything and they like to do that. So it really focused our efforts on selling larger deals and go after the enterprise space. And are you still closing? There you go.

Territory 52

Territory Cross-sell Sales Cold Call 52

Sales Hacker

APRIL 16, 2018

9) Territory planning and territory creation [33:30]. The sales team is set up in two teams, we’ve got a team that’s responsible for selling into the buy side and sell side, and a team responsible for selling into big corporations. Sales management at Global Crossing. Show Agenda and Timestamps.

Territory 41

Territory Cross-sell Up-sell Objection handling 41

Veloxy

NOVEMBER 30, 2023

This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. This allows them to focus more on selling and less on administrative tasks. Understand Your Market and Customers Start by learning about the market where you’ll sell your products or services.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Hubspot

JANUARY 4, 2018

Each of the sales regions created their own video about the average day in the life of a salesperson. Assign an NCAA team to each sales team or region, then have them compete throughout the kickoff to advance through the bracket. Their mission: Hit or exceed their annual quota. 5) March Madness. 6) Home run. 9) Survivor.

Territory 88

Territory Sales Cross-sell Networking 88

Sales Hacker

DECEMBER 12, 2017

Deals closed – good for teams where volume is high and revenue per customer is consistent. an AE probably can’t close 200 deals a month, and prospecting vs closing is a zero sum game) to get to an individual target then add them all up. If you want to do that, just lower quota and make it simpler for everyone.

Non-Profits 81

Non-Profits Quota Sales Start-ups 81

Hubspot

APRIL 2, 2018

I found myself in this situation a few years back: The deal had been advancing, my prospect was responsive over email, and I was confident we would close soon. It might be because another rep is handing off the deal, there’s been a territory change, or the deal has closed and an account manager is taking over.

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

SaaStr

NOVEMBER 16, 2020

Before Salesforce Andy spent close to 5 years at Oracle as VP Product Management. Before Salesforce, Andy spent close to five years at Oracle as VP of Product Management. I mean, nothing makes me happier than talking about crossing the chasm. In Today’s Episode We Discuss: * How did Andy make his way into the world of SaaS?

Pipeline 78

Pipeline Territory Price Product 78

Sales Hacker

OCTOBER 28, 2019

Teams have strengths that isolated individuals don’t, and we’re going to show you exactly how to leverage them to close even the most complicated deals. In this article, we’re going to be dealing with the following roles: Sales Development Representatives (SDRs) – If you want to meet your quota, you’re going to need qualified leads.

Sell 55

Sell Teamwork Objectives and Key Results Consult 55

Partners in Excellence

JUNE 7, 2012

Just one data point from CSO Insights 2011 Sales Performance Optimization Study shows that in organizations where most of the sales people are leveraging the sales process, 70% beat their quotas, and in those where people are not consistently using the sales process on 51% beat their quotas. Territory planning. Account plannnig.

Territory 93

Territory Sales Manufacturing Objectives and Key Results 93

Heinz Marketing

MAY 6, 2019

The second is around efficiency, reducing the effort that sales people have to do and marketing have to do to hopefully get to close deals. But if you could go from 25 to 30%, active selling and improve the advocacy of that selling across your Salesforce, I mean, do the math, and that all of a sudden adds up to a pretty big number.

Pipeline 60

Pipeline Sales Cross-sell B2B 60

Salesforce

DECEMBER 4, 2023

Grow revenue faster with a single source of truth Discover how Sales Cloud uses data and AI to help you build relationships and close deals fast. Fast-forward a quarter or two and its revenue is “stop-and-go” with reps scrambling to find new opportunities after periods of focusing only on closing deals already in the pipeline.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Highspot

MAY 20, 2022

This ensures that reps can execute your sales strategy effectively in the field – and close more deals. Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. Region/Territory: Supports regional activities, such as field events.

Territory 52

Territory X-functional Cross-sell Sales 52

Salesforce

FEBRUARY 6, 2024

That’s because the journey from initial interest in a product to close can be windy and complex, often requiring a personal touch to make it complete. Inside sales Inside sales involves selling to customers remotely, often through live chat, video conferencing, email, or by phone. Learn more What is sales?

E-commerce 64

E-commerce B2C Pharmaceutical Inside sales 64

Veloxy

OCTOBER 29, 2021

These include accelerating lead volumes, closing rates, and overall sales performance. For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. The power of selling will never move away from human interaction. Don’t believe me?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

Salesforce

NOVEMBER 16, 2023

Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. For example, at Salesforce we require that every opportunity has a close date, amount, stage, manager judgment, next step, and activities. Picture this.

Process 59

Process Territory Objectives and Key Results Pipeline 59

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. So, we studied what they were doing very closely, I read, Mark Benioff has a great book called Behind the Cloud, which I recommend to everybody.

Finance 108

Finance X-functional Launch Objectives and Key Results 108

SaaStr

MAY 3, 2019

How does Manny think about quota construction today? How can managers really empower their reps to be aggressive in hitting their quota and exceeding it? Does Manny believe that the founder should always be responsible for selling their product at one moment in time? What is sufficient? What is excessive? Does that make sense?

Territory 57

Territory Quota Cross-sell Pipeline 57

Salesforce

NOVEMBER 13, 2023

Ask an enterprise sales rep what they’re selling at the start of the enterprise sales process, and you might hear: “I don’t know yet.” ” That’s because enterprise sales is not about selling products. Enterprise sales is when you sell to large companies. It’s about delivering outcomes.

CRM 59

CRM Sales Cross-sell Up-sell 59

Gong.io

MAY 31, 2021

Close more deals. It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. It’s your secret sauce: your team’s assets that help close more deals and win more business. Increase revenue.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

MAY 5, 2020

With Chorus.ai, get your reps to hit quota consistently, ramp your new hires faster, and replicate your unicorns through coaching initiatives, all while together or fully remote. Most recently I was with a company called The Muse where you said, Sam, you and I crossed paths for about five years. Go to Chorus.ai/saleshacker

Conversion 64

Conversion Cross-sell Retail Up-sell 64

Salesmate

MARCH 23, 2021

By knowing which stage a particular lead is on, sales reps can then move those leads up the sales funnel and close more deals without much hassle. With a CRM, your team can easily visualize every step of the sales processes, clear all the bottlenecks, and sell better! . Helps you discover new sales opportunities .

CRM 116

CRM Cross-sell Tradeshows Up-sell 116

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. AEs are held to quotas. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. You’ll be moving around constantly: Around the city, region, state, country, or even world.

Territory 93

Territory Commission Outside Sales Account management 93

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 75

Finance Launch Objectives and Key Results Cross-sell 75