Sales Hacker

AUGUST 26, 2021

It started with a simple approach: Here’s your quota? get paid commissions at 8%. Post your quota attainment ? get paid at 12% commissions. Complexity aside, a lot of reps have had at least one experience wherein their overall commissions didn’t match with all related criteria promised as part of the plan.

Commission 120

Commission Quota Sales Finance 120

Partners in Excellence

JANUARY 27, 2015

I’ve been at the periphery of a number of discussions about commissions and sales. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up his own executive bonus/incentive compensation plan.).

Commission 122

Commission Customers Drivers/motivators Sales 122

SaaStr

MARCH 29, 2025

Transitioning from founder-led sales to a commissioned sales team is one of the most criticaland trickysteps in scaling a SaaS business. 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.

Commission 76

Commission Objection handling Quota Sales 76

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Commission Territory Government 113

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. And then there are the consequences of not doing so.

Quota 127

Quota Commission Pipeline Pitch 127

SaaStr

JANUARY 13, 2023

Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats? If the upsells are super easy, and the reps don’t have to do much, rather than take away the commission … think about increasing the quotas. The post Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats?

Commission 109

Commission Customers Quota Follow-up 109

Partners in Excellence

JANUARY 8, 2014

Maureen Blanford challenged me with an interesting question, “What do you do with a person that consistently makes their numbers, but refuses to use the process?” The sales process represents our organization’s best practices in winning business. ” It’s a great question, here’s my take.

Process 118

Process Commission Quota Represent 118

Sales Hacker

MARCH 10, 2021

However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. A healthy sales organization should aim for about 60% of reps hitting their quota. If it shoots up to 80–85%, it’s time to re-evaluate quotas.

Quota 121

Quota Territory Profit margin Growth 121

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Think of sales metrics as the “umbrella” for any measurable part of the sales process — like calls made in a month or sales cycle speed. That’s why managers break them down into rep-specific quotas. Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

Hubspot

SEPTEMBER 9, 2024

After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. The Benefits of a Lead List Selling without a lead list is a slow, disorganized process that usually produces poor results.

Territory 83

Territory Cold Call SQL Campaign 83

Sales Pop!

AUGUST 2, 2023

Some outsourcers can manage the whole sales process, while others might focus on areas such as lead generation, setting up appointments, customer relationship management, etc. There could be more upfront or one-time costs, such as commissions, salary, hiring costs, etc. What Is Sales Outsourcing? Is Sales Outsourcing Right for You?

Represent 240

Represent Lead generation Sales Commission 240

Hubspot

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Armed with the right solutions, you can increase efficacy, improve efficiency, and exceed your quota — and yes, enjoy those commission accelerators, too. 5 Ways to Use AI to Close More Sales 1.

Closing 80

Closing Contract Technique Sales 80

Sales Pop!

AUGUST 24, 2024

And as a result, for our nourishment, quota achievement and commissions, we really needed them as well. And at this point in the 2024 selling year, many of us seek to make up for earlier disappointments and lost commissions by making a big splash while there’s still time. 31 and your end-of-year quota performance.

Commission 130

Commission Quota Clients Up-sell 130

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

Commission 125

Commission Quota Negotiate Technique 125

Veloxy

MARCH 16, 2022

While money shouldn’t necessarily drive your life, earning commissions and other incentives based on performance is extremely fulfilling and it helps you climb the ladder faster. However, being recognized and rewarded for achievements should be, and high commissions or a higher paying job is the primary focus for this sense of fulfillment.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Much of the way sales quotas and goals are set is wrong. But is the answer throwing these out?

Quota 77

Quota Manufacturing Assembly Line Sales 77

Pointclear

MAY 8, 2013

Make the process connect. Should Marketing be provided with a quota and even be paid commission? And, would you be OK with having a quota to deliver and get paid on it?' What if, to be counted, we make marketing as accountable as Sales with similar metrics? It''s not just sales enablement; it''s also marketing enablement.

Quota 80

Quota Commission Finance Sales 80

A Sales Guy

JULY 23, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Once you have determined an acceptable CoS range, you can fine-tune the commission plan. Balanced: Compensation is based on margin, revenue and a third component, such as quota attainment.

Commission 120

Commission Quota Cold Call Sales 120

Salesforce

NOVEMBER 14, 2024

Sales capacity planning is the process of identifying and forecasting the number and type of sales representatives needed to achieve a given revenue goal. Sales capacity planning is a crucial part of most companies’ annual sales planning process. Create a better plan What is sales capacity planning?

Growth 52

Growth Quota Territory E-commerce 52

Veloxy

DECEMBER 28, 2023

Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

JANUARY 23, 2015

People on a profit sharing plan, but with no quota, not prospecting, without commissions, dedicated to the customers’ success. Then there’s that commission thing… Brian, and many like him are opposed to commission, but still revel in bonus programs. We’ve all been there, heard that, seen that.

Commission 121

Commission Profit margin Quota Sales 121

Partners in Excellence

JULY 31, 2016

I recently read this in an article from a sales compensation expert, “In high performing sales organizations 50-70% of sales people achieve quota. If your team is significantly above this, it’s possible your quotas are too easy. As sales leaders, we know it is very unlikely that 100% of our people will make quota.

Quota 67

Quota Commission Sales Up-sell 67

SaaStr

MARCH 27, 2021

The at first nonobvious thing about discounting is the dynamic: Sales reps on commission will naturally do 2 things: First, they’ll quote at list price. That’s Maximum Commission, after all. So yeah — that’s what you’d do if you were a successful, experienced rep on commission and quota.

Commission 125

Commission Quota Price Negotiate 125

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Properly structured commissions, that’s how!

Commission 52

Commission Territory Quota Drivers/motivators 52

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. By calculating the conversion rate at each stage of the sales funnel, you can identify bottlenecks and areas for improvement in your sales process.

Product 130

Product Quota Objectives and Key Results CRM 130

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. Why Sales Comp Planning is Key to Rep Retention. Compensation design principles.

Commission 98

Commission Product Quota Drivers/motivators 98

SaaStr

JULY 1, 2020

An open discussion with Sam Blond, CSO at Brex, and Kristen Habacht, VPS at Atlassian, about adjusting their sales process during Covid-19. What’s going on with all the inbound, how we managing our pipeline, downgrades and pauses, CSMs, BDRs and quotas, but to Kristen and Sam, I actually wanted to use this slide I had in it.

Process 102

Process Sales Quota Commission 102

Veloxy

MAY 3, 2022

Process Street. Sales quota. With HubSpot’s Sales Metric Calculator , you can calculate your win rate, commissions, customer lifetime value, and more. Veloxy is a Salesforce AppExchange mobile app that helps automate, streamline, and accelerate the sales process. Process Street's Sales Process Checklists.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesmate

OCTOBER 22, 2021

The key to attracting and retaining top-performing sales reps is sales commission. In addition, a commission is a crucial factor for keeping the salespeople in your organization satisfied. Yes, exposure and skill development are important, but monetary benefits play a vital role in the overall development process.

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

SaaStr

JANUARY 5, 2024

With SDRs, especially in the early days, they’re likely fresh out of school or in the early stages of their career, so you can’t point to previous work experience and ask if them they were hitting quota or top of the board. There’s a fine line between micromanagement and process and structure,” she said. What should quota be?

Quota 124

Quota Commission Networking Sales 124

PandaDoc

MAY 22, 2025

When sales enablement and sales operations work together, youre bound to smooth out your sales process, boost productivity, and drive consistent revenue growth, which is the ultimate goal. Sales operations, also known as sales ops, are all about managing systems, processes, and data so that the sales team can function smoothly and at scale.

Sales 52

Sales Cross-sell Finance CRM 52

Salesforce

MAY 14, 2024

We’ll walk through what a change of commission letter is and when to use them. What you’ll learn: What is a change of commission letter? Learn more What is a change of commission letter? A change of commission letter is a way for companies to give sales teams written notice about pay changes.

Commission 52

Commission Quota Represent Legal 52

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

Hubspot

JULY 11, 2019

This person might oversee CRM performance and engagement across the team, onboard new salespeople, strategize on process improvements, and coordinate team and executive meetings. The average salary of a sales operations administrator is $48,314 per year , according to PayScale, and can expect between $1,000 and $7,000 in commission.

Commission 98

Commission Territory Quota CRM 98

A Sales Guy

NOVEMBER 19, 2018

Buyers want salespeople who are emotionally connected to their outcome, not focused on quota, Presidents Club and their next commission check. We still have to understand the buyers current processes, the impact of their current processes and problems have on the organization, why they exist and what it will take to solve them.

Sell 135

Sell Cold Call Commission Pitch 135

A Sales Guy

JUNE 25, 2015

We can become anxious and unpredictable when too much emotion enters our decision process. Salespeople do crazy things when too much emotion enters the sales process. For salespeople, fear is usually the emotion that comes into play, fear of losing the deal, fear of missing quota, fear of not making a commission.

Objectives and Key Results 114

Objectives and Key Results Quota Commission Pipeline 114

Partners in Excellence

JANUARY 12, 2024

And to win that business, we have to discount deeply–getting approvals is such a hassle and it impacts our commissions. I realized, I was helping them navigate the buying process far more effectively and efficiently. I’m exhausted writing these few paragraphs! All this appealed to my laziness.

Sell 148

Sell Commission Up-sell Quota 148