Hubspot

SEPTEMBER 6, 2024

With so many different initiatives competing for your prospects’ limited attention, it’s essential to close deals quickly and efficiently while the problem they want to solve is fresh in their minds. No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business.

Closing 80

Closing Contract Technique Sales 80

Iannarino

APRIL 18, 2023

Winning one enterprise-level deal can retire your quota for the year. These large clients have greater needs, spend more money, and meet with multiple sales organizations. These competitive sales scenarios are difficult to win, but they are game changers. Without these opportunities, your revenue can stall.

Closing 278

Closing Quota Gaming Clients 278

SaaStr

MARCH 23, 2025

Dear SaaStr: What “Quotas” Should My VP of Customer Success and VP of Product Have? For a VP of Customer Success (VPCS), their “quota” or ownership should revolve around two key metrics: Net Revenue Retention (NRR) and Gross Retention Rate (GRR). In short: VPCS Quotas : NRR, GRR, TTV, and customer advocacy.

Quota 65

Quota Product Customers Growth 65

SaaStr

MAY 4, 2023

And I think it’s also telling, as it summarizes what has happened all across SaaS sales in the past 24 months: Their top reps are still closing, and closing well — at 129% of quota. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” appeared first on SaaStr.

Quota 129

Quota Closing Pipeline Growth 129

SaaStr

OCTOBER 25, 2024

Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. 3: Payback Periods + Quotas Have Jointly Increased The number of months required to recoup the cost of customer acquisition has increased by 12% on average, which is linear with the increase in sales cycles.

Go To Market 133

Go To Market Quota GTM Price 133

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 104

Quota Pipeline Sales Up-sell 104

Tibor Shanto

OCTOBER 19, 2021

Because most salespeople are quota drive, they get distracted by close dates. They forget that there is no getting to closed without the journey. When salespeople are only focused on the endpoint, quota, they overlook the power of the journey to generate more deals. It is all a question of what you focus on.

Closing 157

Closing Quota Prospecting Process 157

SaaStr

NOVEMBER 25, 2024

You sort of need to back into it based on your opportunity-to-closed deal ratio. So: if the quota for the rep is say $600k, your average Opportunity is $20k in size, and you have a 15% opportunity-to-closed ratio … your rep will need ~200 opportunities over the year to hit their quota, or about ~15 a month.

Quota 98

Quota Sales Follow-up Closing 98

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. The post Can We Be Helpful And Still Make Our Quotas?

Quota 127

Quota Commission Pipeline Pitch 127

Sales Pop!

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. This is the foundation that makes accurate quota and forecasting wisdom possible. Drilling Down.

Quota 243

Quota Pipeline CRM Closing 243

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! In fact, three years ago I helped a similar sized telecom company close $120,000 worth of new deals last year. They haven’t missed quota since I first called them. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Iannarino

APRIL 17, 2023

When trying to close more deals and reach your quota, mistakes can be costly. Avoiding common pitfalls can help you improve your sales performance and allow you to achieve your sales goals. Some of these mistakes result from novel sales scenarios you have never experienced. But most of them are known, making them easier to avoid.

Quota 278

Quota Sales Closing 278

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill. And time to quota. What’s in your pipeline?” Pay To Play.

Pipeline 257

Pipeline Quota Consult Prospecting 257

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

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

MAY 3, 2025

You need to be in the trenches, hearing objections, refining the pitch, and closing deals. You’ll run out of time to do that yourself, and the big customers you worked so hard to close will get neglected. Youll likely need 10-20 AEs to hit $10M ARR, depending on your deal size and quotas. You’ll regret that.

Quota 101

Quota B2B Pitch Growth 101

SaaStr

SEPTEMBER 23, 2024

It forced reps to close 13% more locations per sales rep. In essence, increasing quotas 13%. And quit if you increase quotas? The post Toast: We Made Our Sales Reps Close More, And Shrunk Their Territories. The software license is high margin, but it’s only 20% of the total revenue. So what did it do?

Territory 124

Territory Closing Quota B2B 124

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And BTW, that small discount it took to close them, that’s a number, may not be your number, but a number. Numbers Are Here To Stay.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

SaaStr

APRIL 13, 2022

Dear SaaStr: How Many Deals Can a Sales Rep Close Per Month? A successful but not top 5% sales rep in SaaS typically can close: 20–50 deals a month if $0.5k-$2k ACV , i.e., very transactional 1–2 call close. transactional, but not 1–2 call close). They’d have to close 25 deals a month to hit their OTE.

Closing 127

Closing Quota Follow-up Sales 127

Sales Gravy

APRIL 24, 2025

Are you hesitating at the close? Soft closes? The ultra-high performers Ive seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. Youre missing quota again. Are you hesitating at the close? Soft closes? You need guidance. Weak discovery? You need guidance.

Sports 98

Sports Referrals Sales Pipeline 98

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. Take closed ended questions, most people have bought into the myth that they are bad. By Tibor Shanto. But most sales professionals don’t approach question in a strategic fashion, meaning going beyond the obvious.

Appointment 274

Appointment Quota Prospecting Education 274

SaaStr

APRIL 30, 2025

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Reps who get just three hours of coaching per month can increase close rates by 70%. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage. If so, why?

Cross-sell 75

Cross-sell Pipeline Legal Contract 75

SaaStr

OCTOBER 5, 2021

A great rep often literally closes 9x more than a poor rep. It’s several factors compounding: First, the best reps close more seats / more revenue per deal. In fact, it can harm close rates. Finally, the best reps close faster and close more. They close better and faster. How does this happen?

Closing 145

Closing Quota Pitch Gaming 145

Veloxy

DECEMBER 9, 2024

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. How does it help them close more deals? When Salesforce helps close a big deal or streamline a complex process, celebrate it.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. One has to ask what is being enabled by the new breed of soothsayers. A structured and enabled mess is still a mess.

Quota 293

Quota Technique Prospecting Closing 293

Salesforce

SEPTEMBER 19, 2023

Ah — that sometimes elusive, but always thrilling moment when you close a deal. That’s why we’ll move past outdated and ineffective sales closing techniques in this article and talk to sales experts to get the nitty-gritty of what it means to close like a boss in today’s world. How do you improve at closing?

Technique 105

Technique Closing Sales Electricity 105

SaaStr

JANUARY 8, 2025

That meant weekly business reviews, measuring it at each segment, the team level, the individual level, and looking at bookings to revenue conversion more closely. But as she dug in, the real answer was too many sales reps were overbooking deals because of the pressure to hit their bookings quota.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

SaaStr

APRIL 2, 2025

They may not immediately hit quota (few do). But they find a way to close something relatively early. But you do need to see some deals closing within a standard sales cycle. Only the outliers will hit a full quota in their first quarter. But the others … the others can still close with those issues.

Quota 71

Quota Sales Gaming Closing 71

Search Engine Land

AUGUST 30, 2024

In B2B, that means prepping for the end-of-year push that comes from needing to hit quotas and engaging brands about to be flush with new yearly budgets. For B2B, the end of the quarter and the need to hit quota can leave room for limited-time promotions to test with your users. Many industries can have their own seasonal spikes, too.

A/B testing 79

A/B testing Retail Quota Promote 79

SaaStr

MAY 23, 2023

Enterprise Quota:OTE ratios are higher (5x+), SMB is a bit lower, but at the end of the day, you need to close 4x-5x what you take home. #2. Later stage AEs have OTEs for $235k-$250k — but they have to close a lot to actually earn it ($1m+). 82% of SaaS Startups Use Sales Accelerators, Mainly Based on Exceeding Base Quota.

Commission 122

Commission Closing SQL Quota 122

Tibor Shanto

FEBRUARY 8, 2022

With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more you manage it, honestly, the more consistently you will exceed quota. It is easier to hide in the shadows than be definitive, both in measures and actions. The more salespeople fudge that line, the harder they to work.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

Veloxy

SEPTEMBER 22, 2022

Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons. First , quota is set too low to accommodate for sales process inefficiencies. This is why sales reps experience high turnover and workplace stress.

CRM 262

CRM Quota Sales Pipeline 262

SaaStr

OCTOBER 11, 2022

With about 10% of your quota in base salary, and 10% in bonus, that would yield a 5x ratio of comp:bookings. So for most time in SaaS, you basically had to close $500k to make $100k OTE, $800k to make $160k OTE, $1m to make $200k OTE. So we’re seeing it in higher quotas, and lower attainment for sales.

Closing 115

Closing Customers Quota Commission 115

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. They couldnt make quota.

Quota 63

Quota Pitch Sales Prospecting 63

SaaStr

MARCH 29, 2025

You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. And Get Them Both Hitting a Basic, Sustainable Quota. One rep might excel at outbound prospecting, while the other might be better at closing inbound leads. You Never Get to Leave Sales.

Commission 81

Commission Objection handling Quota Sales 81

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