SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 87

Go To Market Territory Technique A/B testing 87

Openview

DECEMBER 19, 2018

The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.

Territory 89

Territory Quota Technique Follow-up 89

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment. Territory profiles .

Territory 97

Territory Quota Strategic planning Sales 97

Sales Hacker

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 80

Quota Cold Call Outside Sales Territory 80

Salesforce

SEPTEMBER 19, 2023

After all, the best reps are CEOs of their territory, thinking holistically about their business and knowing what makes their patch unique. Below I’ve outlined three high-level questions every sales leader should ask to ensure effective QBRs for their reps and region. Plan faster to sell more Question #1: What happened?

Territory 59

Territory Pipeline Trust Quota 59

PandaDoc

APRIL 26, 2023

Territory volume Territory volume is a commission paid off based on revenue from a specific region. So let’s assume that a team of three sales reps is supposed to drive $100k in revenue from a specific region. As a team, they generated $120k, exceeding the established quota of $100k. The idea here is quite simple.

Commission 52

Commission Territory Quota Legal 52

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. It can also be the hardest.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

Salesforce

NOVEMBER 28, 2023

Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. Sales compensation plans are commonly based on specific goals like the number of deals closed, revenue targets hit, or customer retention rates achieved. What are sales compensation plans?

Commission 64

Commission Territory Quota Objectives and Key Results 64

Veloxy

DECEMBER 28, 2023

Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory. Overall, outside sales appears to be the more profitable option.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Salesforce

MARCH 4, 2023

Key performance indicators like total closes, open pipelines, sales rep performance, and top deals are available in real time. These sales management dashboards drill down into growth metrics and lets you keep close attention on progress. Here you can measure how many overall interpersonal interactions it takes to close a deal.

Territory 98

Territory Pipeline Sales CRM 98

SaaStr

NOVEMBER 3, 2023

Inside reps have the same quotas and expectations. The ones they met in person closed at a 3x rate. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide? How you design territories and where you put people is incredibly important. The takeaway?

Growth 79

Growth Territory Referrals Customers 79

Sales Hacker

OCTOBER 27, 2022

Overwhelmed by your Q4 quota? Guests: Jordan Hizel – Regional VP of Sales at Conga. Tighten up deal execution and closing timelines. Seeing your conversion rates drop? Let’s be real, the economy is not where it was in Q1. And frankly, we’ve gotta do more with less. Jeff Ford – SVP of Revenue Operations at Conga.

Product 85

Product Territory Quota Pipeline 85

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? Some businesses calculate the qualified leads with the amount of overall opportunities or break it down by rep, territory and solutions offered. We’ve all heard the saying over and over; time is money. 2: Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Openview

OCTOBER 10, 2018

Then, set target outcomes (in terms of quota achievement, time to revenue etc.) Here is how to get started: Interview your Sales Leadership : Interview sales leadership to discuss options for boosting quota attainment rates and, subsequently, revenue for the organization. Time to close a deal (Deal Close Time).

Territory 101

Territory Quota Sales Pipeline 101

The 5% Institute

JUNE 27, 2023

Establishing Sales Quotas Sales quotas are specific targets assigned to salespeople to drive performance and productivity. Quotas should be challenging yet attainable, encouraging sales professionals to strive for excellence. They should be based on historical data, market conditions, and individual territories or accounts.

Objectives and Key Results 52

Objectives and Key Results Territory Quota Drivers/motivators 52

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. You can prioritize by lead score, territory, or you can block their data automation from entire accounts. Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team.

Appointment 147

Appointment Territory Cross-sell Contract 147

Openview

MAY 10, 2019

Achieving this “recipe for success” poses quite a challenge—especially for those in the highly competitive IT industry, where a rapidly changing industry and strategic change further complicate the ability for sales executives to meet customer needs while also making their quota. Accounts Won, Deal Close time, Opportunities Created, etc.)

Territory 88

Territory Quota Sales Strategize 88

SaaStr

JANUARY 9, 2023

Third, you often increase quotas in sales. Focusing more leads on your top closers closes more — up to a point. Your CAC in fact can fall to close to $0. The ones that cost a bit more to find, work, and close. Those medium- and even low-intent buyers may take forever to close, and be so expensive to find.

Strategize 112

Strategize Territory Referrals Quota 112

Partners in Excellence

APRIL 5, 2024

It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts. I guess it is not so much that I hate losing but I love winning! The best feeling in the world.

Sell 105

Sell Territory Consult Contract 105

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. They blow out their quotas and get pats on the back.

Territory 35

Territory CRM Technology Technology 35

Veloxy

MARCH 15, 2023

By streamlining the sales process and providing the necessary resources, revenue enablement ensures that sales teams can close deals more quickly and efficiently. Sales enablement refers to the processes and tools that help sales teams close more deals and increase revenue.

Cross-sell 246

Cross-sell Objectives and Key Results Growth Teamwork 246

SaaStr

MARCH 22, 2024

It required very different muscles to become a quota-carrying sales leader, and Erica had to lean into being empathetic to the art that exists in sales instead of only the science. Sometimes, you’ll have an awesome day where a rep closed a complex deal that required 40 people across functions at the company to get it over the line.

Finance 98

Finance Territory Quota Presentation 98

Salesforce

AUGUST 24, 2023

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. With this info, you can take a close look at your sales strategy and adjust product positioning for your target market. Here are the seven I use the most: 1.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Heavy Hitter

FEBRUARY 11, 2017

.  We’ll review the research results from over two hundred and fifty business-to-business field salespeople who completed an extensive forty-three-part sales persona survey including sales quota performance history. This study group was segmented into four geographic regions resembling a typical sales organization as shown below.

Territory 52

Territory Quota Entertainment Sales 52

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. There is also a four-way division which can be grouped by: Geography/ territory. Geography & Territory Structure. Reps were hired, trained and compensated to perform as an individual to hit a quota.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. When RevOps teams set automated rules of engagement for common GTM activities, like lead routing or holdouts, everything automatically stays in sync when territory or account changes occur.

GTM 83

GTM Territory Commission Strategize 83

Veloxy

AUGUST 31, 2023

Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

MAY 9, 2018

Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5 days to close a deal. The post Missing Your Quota? In comparison, the average conversion rate of low performers is 4.95%, taking 56.62

Quota 54

Quota Process Pipeline CRM 54

Sales Hacker

JULY 22, 2021

Marketing teams find it hard to accept that all those opportunities they worked so hard to create failed to close. At Packhelp , we created an SLA that helped us scale over 9000% over five years and take out Deloitte’s Fast50 of the CEE region. Divide your sales quota. Time to close. Sounds familiar?

SQL 109

SQL Quota Contract Objectives and Key Results 109

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

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Think account hoarding , unequal opportunity to hit quota , missed revenue , and rep dissatisfaction. A dynamic book management model actually does away with the concept of static territories entirely.

Territory 77

Territory Education Contact CRM 77

Salesforce

DECEMBER 14, 2023

Onboard sales route mapping software The right sales route planning software integrates seamlessly with your sales data and automatically plans your routes based on priorities you set — account value, likelihood to close, or other criteria. This directly benefits your bottom line. It also handles call and note logging so reps can focus.

Territory 59

Territory Appointment Transportation CRM 59

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

Women Sales Pros

JANUARY 24, 2020

JUST LUCKY – I just got lucky [with my territory] [with a lead] [with timing] last time but I’m surely going to fail this quarter. These haters, always looking for an external source, cause, territory or vertical to blame, are never far away. I often know on January 1st what deals I’ll close throughout the entire year.

Territory 147

Territory Non-Profits Promote Quota 147

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

Hubspot

OCTOBER 2, 2019

For example, if a sales rep earns a 15% commission for each deal they close, and are projected to close $100,000 in sales for the quarter, then your finance team will anticipate an allocation of $15,000 in commission payroll for that rep. Generally speaking, the faster reps reach their quota the higher their productivity.

Territory 86

Territory Quota Commission Construction 86

SalesLoft

MARCH 20, 2020

Everybody wants to know how to keep business as-is and keep “crushing quota” and the like. I don’t care about closing any new deals right now. . What if we adjusted revenue quotas and put sellers to work in helping solve current customers’ business challenges? Some of you have to close new deals because you have to eat.

Quota 131

Quota Territory Trust Up-sell 131