Understanding the Sales Force

MAY 30, 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. Thats only a 7% difference from the group that doesnt hit quota.

Quota 71

Quota Drivers/motivators Sales Up-sell 71

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. The challenge of setting hard goals is making the targets motivational. Psychological Safety is important for setting hard goals and hitting quotas. I have some research that makes this a great debate to have in your sales team right now. Useful Reading.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Sales Gravy

MARCH 30, 2025

You Hit Quota You on track and right where you are supposed to be against your number You are in trouble You missed your number, are behind quota, and are feeling the pressure. It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. Quota isnt easy to achieve.

Quota 98

Quota Pipeline Sales Up-sell 98

Veloxy

DECEMBER 9, 2024

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. Show your team how these features can do the following: Save time with AI for sales Close deals faster Improve their performance The more value they see, the more they’ll use it.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. Scaling has become complex, with rising targets and an unclear ideal customer profile.

GTM 102

GTM Product Strategize Drivers/motivators 102

SaaStr

SEPTEMBER 3, 2021

Second, set sane quotas — and make sure most reps are hitting quota. Few things are more demoralizing when no one is hitting quota. This doesn’t mean lowering quotas (at least, not too much). It does mean setting sane quotas, and having fun when folks exceed them. Make your reps that close heroes.

Drivers/motivators 119

Drivers/motivators Quota Closing Pipeline 119

SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. 5 Interesting Learnings from Toast at $1.1

Quota 54

Quota Territory Referrals Strategic partnership 54

Understanding the Sales Force

FEBRUARY 1, 2025

If you are driving in your car, looking at your phone, fiddling with your radio, looking at people on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen.

Drivers/motivators 117

Drivers/motivators Sales Quota Pipeline 117

Hubspot

MARCH 27, 2019

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to.

Quota 100

Quota Territory Commission Sales 100

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. It can also be the hardest. I’ve been through plenty of year-ends as an AE.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Anthony Cole Training

JULY 18, 2013

Motivation/desire is an inside-out thing. Share holder value has zero impact on their motivation. Review what motivates your people. My guess is that, at some level, you are coaching them, but probably coaching them to close deals. What drives success is what is important to your sales people individually.

Drivers/motivators 233

Drivers/motivators Quota Sales Closing 233

Salesmate

DECEMBER 3, 2020

How to motivate the sales team when sales is low? Here is how you can motivate the team when sales is low. Only when you have a clear picture of their roadblock, you’ll be able to provide a solution and motivate them to work harder. . Some of the sales reps step on other’s feet to achieve their quota. Conclusion.

Drivers/motivators 123

Drivers/motivators Objectives and Key Results Sales CRM 123

SaaStr

MARCH 5, 2025

Before hiring their first sales reps, the founders personally closed millions in revenue. Compensation & Performance Metrics Fuel a Culture of Winning: Codium structured its compensation and quota models to create immediate success. Key Growth Drivers 1. We have reps on track to make seven figures in their first year.

Territory 69

Territory Drivers/motivators Quota Pipeline 69

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, that’s not enough for your sales reps to close deals consistently. With the right people promoting your brand, you won’t have to focus on discounts to close prospects.

Product 246

Product Territory Objectives and Key Results Sales 246

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit? Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

NOVEMBER 30, 2020

Q: How long does it usually take to close a deal in SaaS? Ok here’s a really rough set of timelines to how long it takes to close an Opportunity in SaaS: So: A $5k deal, or say $499 a month, can often be closed in a call or two. This doesn’t mean it always takes 12+ months to close. It’s their boss’ budget.

Closing 135

Closing Negotiate Drivers/motivators Price 135

Sales Hacker

APRIL 11, 2019

Clearly, new strategies alone aren’t enough to motivate a sales team. According to behavioral intelligence (BQ), it’s all about how you motivate your team. You see, BQ has found that motivation is a trigger for thoughts… which cause feelings… which yield action. Sure, these are all key motivators for your sales reps.

Extrinsic 101

Extrinsic Drivers/motivators Intrinsic Commission 101

Sales Gravy

MARCH 13, 2025

You tap into your customers pain points and you close. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. Your understanding will connect with the customer and start building your relationshipa relationship that leads to closing. Fear of loss is a powerful motivator.

Quota 56

Quota Pitch Sales Drivers/motivators 56

PandaDoc

JUNE 16, 2025

.” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. For employers, it’s a tool for motivating teams and projecting costs. OTE helps set clear expectations for performance and pay. For sales reps, it’s a benchmark.

Commission 52

Commission Quota Represent Sales 52

SaaStr

OCTOBER 30, 2021

I wanted to learn a lot quickly, work with brilliant and motivated people, and make a meaningful contribution to the company. I quickly learned that the people in this company were incredibly motivated, smart, focused, and data driven. Your sales process should not be a closed box with little insights. . Our equation. (AE

Closing 113

Closing E-commerce Customers Quota 113

Hubspot

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!

Quota 99

Quota Angle Prospecting Price 99

Sales Pop!

AUGUST 2, 2023

This can range from the number of closed sales and generated revenue to generated leads and other metrics. If you already have a sales team, check if they’re hitting their target metrics and quotas. You won’t be closely involved with or constantly monitoring every activity your internal representatives are engaged in.

Represent 242

Represent Lead generation Sales Commission 242

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. This includes lead generation, qualification, relationship building, presenting, and finally closing the deal. Many salespeople will agree that closing a sale is just the start of maintaining a healthy stream of revenue. Motivate with Performance Metrics.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

JANUARY 18, 2021

Not only do you probably have to pay your sales reps on the full dollar amount closed, but you probably end up paying them and your partner in essence double fees to close a deal. These deals may seem to cost more to close than your own inbound leads. E.g., perhaps a channel manager can own a $2m quota, vs. $500k for an AE.

Commission 102

Commission Closing Referrals Quota 102

Highspot

MAY 26, 2025

Is training translating into closed deals? For example, it can show whether a sales methodology training leads to more closed deals or if a coaching session improves rep confidence, providing new insights for early intervention. For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Sales Pop!

DECEMBER 28, 2021

Given that you are still in college and that this is your first time in the labor market, chances are that your job-related skills and experience are close to zero. For this purpose, you can leverage optional elements of a job application such as cover letters, letters of motivation, portfolios, and others. Prepare to Ace an Interview.

Sales 244

Sales Quota Pitch Education 244

Sales Hacker

DECEMBER 23, 2019

Let’s dig into it and see how selling like a psycho(therapist) can help you counsel opportunities to close with these 3 sales psychology techniques. Active listening — listening closely and asking questions to understand the content, not just listening to respond or manipulate. Sales vs Therapist. How It Translates To Sales.

Technique 90

Technique Quota Sell Clients 90

Sales Gravy

FEBRUARY 2, 2025

But as time goes by and sticking with new habits gets more challenging, its easy to forget what motivated us to make the changes in the first place. Visualize what it was that motivated you. You Were Average You hit quota or did okay, but you know youre capable of much higher performance.

Quota 54

Quota Drivers/motivators Sales Pipeline 54

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Closing Bigger

FEBRUARY 10, 2025

They meet quotas, but they dont innovate or push boundaries. Many top salespeople excel because they are self-motivated, competitive, and independent qualities that dont always translate into being great managers. They meet quotas, but they dont innovate or push boundaries. The reality?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Hubspot

JULY 30, 2020

Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. One clear way to motivate salespeople in the summer is to empower front-line managers to be better coaches. This is a toxic combination for sales reps and their managers. Plan a sales contest.

Drivers/motivators 92

Drivers/motivators Commission Technique Sports 92

Anthony Cole Training

DECEMBER 14, 2023

Dave Kurlan, the founder of Objective Management Group , defines commitment to sales success as “T he willingness to do whatever is required to succeed in sales, at reaching quota, achieving goals and closing a particular deal or account- whatever it takes (ethically).”

Quota 191

Quota Sales Growth Closing 191

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. We will examine each of these metrics more closely. Quota Attainment Quota attainment is the ultimate measure of your sales team’s success.

Product 130

Product Quota Objectives and Key Results CRM 130

Veloxy

DECEMBER 28, 2023

However, managing autonomy effectively can be challenging, as it requires a high level of self-discipline, time management, and self-motivation. To foster self-motivation while managing autonomy, sales representatives can set rewards for achieving goals, break tasks into smaller components, and maintain organization.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Understanding the Sales Force

JANUARY 3, 2025

Check it out if you’re not familiar with it because it is a blueprint for quota-busting sales success. They lack the expectations, motivation, commitment, and discipline, to become as successful as they could. Last January, my first article included the introduction of my new Sales Grid. Then watch this short video.

Sales 71

Sales Quota Drivers/motivators Engineering 71

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69