A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. They interpret everything and anything they hear as a positive sign the deals gonna close. When is the deal going to close?

Intrinsic 130

Intrinsic Quota Sales Closing 130

SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Allow 70% of associates to meet or exceed quota. OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment.

Quota 52

Quota Intrinsic Commission Drivers/motivators 52

A Sales Guy

NOVEMBER 8, 2012

The ones she does read need to be instantly applicable to closing more deals or getting closer to quota or she’s not interested. Their motivation is intrinsic, in which solving the problem, improving their skills and accelerating learning is the reward. Her goal this year is to buy a convertible Porsche.

Drivers/motivators 112

Drivers/motivators Extrinsic Intrinsic Quota 112

A Sales Guy

FEBRUARY 6, 2017

If you’re serious about getting to the close, if you’re serious about being a trusted advisor, if you’re serious about making quota, there is nothing more important in your CRM than the reason why the prospect is looking to buy. Why do they need to be more efficient, and how do you define “more efficient?”

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

Sales Hacker

OCTOBER 26, 2021

If you missed episode #183, check it out here : Dear Sales Team, Set Your Own Quotas, with Tom Glason. What are their intrinsic motivators? Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder. What You’ll Learn. ” I asked him why.

Process 95

Process Drivers/motivators Intrinsic Territory 95

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . Here are the key takeaways and highlights from that episode. Hiring for Character. Listen now at gong.io/podcasts.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

A Sales Guy

AUGUST 28, 2017

You wouldn’t make quota unless you made the calls and set up the meetings. I created field after field to better manage the sale and improve my chance of closing the deal and letting nothing slip through the cracks. The more robust the current state is documented, the higher the probability of close. It was 90% of the job.

CRM 125

CRM Sell Cold Call E-commerce 125

Sales Hacker

APRIL 12, 2018

The data shows that much of the reason VP’s are kicking the can so quickly is due to the fact that salespeople are failing to meet quotas at a higher rate these days. A VP with a track record of coaching salespeople that are close to their targets but never quite hit them. Let’s talk about Gong’s findings for a second.

Intrinsic 54

Intrinsic Quota Sales Up-sell 54

Outreach

FEBRUARY 11, 2022

For example, instead of only congratulating Kim privately on closing that colossal deal that took months, highlight her achievement on the weekly team call. Host team dinners — If a rep closes a particularly complex or essential deal, treat them and anyone who assisted to a celebratory dinner. It’s natural for reps to want to compete.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52

SaaStr

AUGUST 27, 2019

I think that we would probably all agree that there is no one more motivated than the founder in the founder led sales stage to get sales, cross the line, and when it comes to comp design, there’s really no big comp design to be had if the founder’s the one closing the deals. So most of our reps weren’t hitting their quota.

Territory 54

Territory Contract Cross-sell Drivers/motivators 54

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. Set inspirational SMART goals and spark intrinsic motivation in their sales reps to achieve those goals.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95