SaaStr

JUNE 4, 2025

The 40% Problem: How AI Will Finally Fix Sales Coverage and Customer Face Time A wake-up call from HubSpot’s CEO Yamini Rangan on why your sales team is failing 60% of their accountsand how AI will change everything There’s a brutal truth about B2B sales that most founders refuse to acknowledge. The other 60 accounts?

CRM 96

CRM Follow-up Pipeline Territory 96

Veloxy

JUNE 8, 2022

Your company can also grow at a steady rate by following sales pipeline management best practices and making use of the worlds best CRM software. The pipeline shows how many deals salespeople are expected to close in a given week, month or year as well as how close a particular rep is to hitting their sales quota. But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

RingDNA

APRIL 11, 2025

offers powerful Salesforce dashboards right out of the box that makes tracking many of the following metrics turnkey. If you’re looking to gain insight into the core health of your outbound sales team, the following metrics are a fantastic place to start. But whether you decide to use Revenue.io By the way, Revenue.io

Quota 62

Quota Sales Pipeline Contact 62

Pointclear

MAY 15, 2012

Formula to Predict Inquiries Needed to Make Quota i. Marketing managers regularly ask me how to predict the number of leads (really raw inquiries) needed to achieve quota (I wish more sales managers would also ask). Prediction of inquiries needed to make quota: $5,000,000 /. 50% follow-up: the cost is $284,000 3.

Quota 66

Quota Contract Follow-up Pipeline 66

Cerebral Selling

MARCH 18, 2024

It’s also an issue that can become further exacerbated when leaders find their teams tracking behind their goals, especially during high-pressure quota periods. Sales process and methodology Most sales organizations have a defined sales process and methodology that the team must follow. For example: 1.

Objectives and Key Results 180

Objectives and Key Results Legal Negotiate Trust 180

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. In my first start-up, yes I sold to the enterprise. At first, I just made up a plan. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. A full demo?

Commission 145

Commission Quota Inside sales Sales 145

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. Lead generation software is another vital tool for outside sales teams.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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

Sales Hacker

JANUARY 22, 2021

Have you ever presented something to help level up your team and just saw blank stares looking back? Why is it important to their job, their quota, the company, or themselves? If you review your content and see more than two, consider breaking it up into multiple sessions over a couple of weeks. and all you hear is crickets?

Contract 133

Contract Cold Call Technique Sales 133

Sales Pop!

OCTOBER 18, 2021

The best options for sales prospecting and lead generation are as follows: LeadFuze. ZoomInfo is a lead generation tool designed for B2B companies that need the most up-to-date information. Moreover, ZoomInfo has the most accurate and up-to-date database for B2B. Price: the free version is up to 50 queries per month.

Prospecting 241

Prospecting Price CRM Lead generation 241

SaaStr

FEBRUARY 15, 2021

There’s a slide I see again and again from start-ups: 2 of the early sales reps are at 100% of quota, sometimes 150%-200%. Set up a weekly pipeline and stories meeting. Have everyone in the meeting share the top deals they are working on, what the make-up and challenges in the deals are. And 8 others? Just do this.

Quota 139

Quota Contract Prospecting Pipeline 139

Veloxy

JUNE 23, 2021

What Positions Make Up an Inside Sales Team? This is often why many companies don’t end up with rockstars and new teams miss the mark. What Positions Make up an Inside Sales Team? They’re responsible for calling and emailing several prospects with the end goal of setting up a meet. Guide to Building an Inside Sales Team.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. To take your sales strategy to the next level, I’ve outlined the following 7 Salesforce automation tools that every salesperson should have in their sales stack.

Appointment 147

Appointment Territory Cross-sell Contract 147

SaaStr

MAY 21, 2025

Treat Every Prospect Like They Matter Whether its a small deal or a massive enterprise contract, treat every prospect like theyre your most important customer. Be Efficient with Your Time The best reps maximize their time by focusing on high-value activitiesmore meetings, more demos, more follow-ups.

Pitch 67

Pitch Repeat business Referrals Contract 67

Martech

JANUARY 26, 2023

Also, make sure all potential internal users are on the demo call, and pay attention to the following: How easy is the platform to use? How difficult is platform set up and implementation? How long will it take for us to be up and running on the system? Are there additional fees (consulting, add-on features, APIs, quotas)?

Contract 123

Contract Price CRM Quota 123

SaaStr

FEBRUARY 16, 2021

He sent me his Calendly, and never followed up when I didn’t pick a convenient time for him. Do not break up with them. No one likes to be broken up with, folks. Impossible quotas. You want at least half, ideally 60%-70% of your reps, hitting quota. Not following up in minutes to every inbound request.

Quota 110

Quota Commission Sales Contract 110

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. Increase average contract length. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. If you know eight in 10 employees hit their quota on average, and total earnings are $55,000, you can set aside $440,000 in your annual budget. Increase cash flow.

Commission 101

Commission Quota X-functional Non-Profits 101

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Imagine one of your reps isn’t hitting her quota. Average contract value (ACV). Percentage of leads followed up with. Year-over-year growth.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

JUNE 16, 2021

This explanation from Roderick Jefferson sums it up well: “Sales enablement is centered around getting the right people in the right conversations with the right decision-makers in the right way.”. Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. Not exactly. Stakeholders.

GTM 119

GTM Contract Quota Sales 119

Partners in Excellence

FEBRUARY 28, 2024

My obsession to provide Customer Value Written by Christian Maure r Dave, thank you very much for picking up the challenge. I also never “carried a quota”. All this does not seem to indicate that I would end up as a “Sales Expert” (not self-declared, can be verified in the recommendation section of my LinkedIn profile).

Customers 139

Customers Contract Consult Up-sell 139

Sales Hacker

DECEMBER 21, 2017

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. Contract Lifecycle Management. Contract Management. Contract Lifecycle Management. Performance Metrics Analyses.

Territory 104

Territory Non-Profits Contract Quota 104

Martech

MARCH 1, 2022

It’s important to set up demos within a relatively short time frame of each other to help make relevant comparisons. Make sure that all potential internal users are on the demo call, and pay attention to the following: How easy is the platform to use? Or is an annual contract required? What are the additional fees?

Contract 117

Contract Quota Price Campaign 117

Hubspot

FEBRUARY 12, 2018

Of course, this doesn’t mean that you should stop following up with prospects -- just that you put slightly more effort into it. Below are 30 things to reference in a follow-up email besides the obvious fact that you’re checking in. Send over a longer how-to guide and offer to follow up in person if they want.

Contract 101

Contract Follow-up Quota Prospecting 101

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. See also: Top sales blogs all sales managers need to follow. Learn more.

Cold Call 121

Cold Call Quota Sales Negotiate 121

Sales Hacker

MAY 19, 2020

But the ultimate milestone isn’t the contract. With Chorus.ai, get your reps to hit quota consistently, ramp your new hires faster, and replicate your unicorns through coaching initiatives, all while together or fully remote. And then from time to time, I would pick up the phone and call the customer. It’s the buyer’s ROI.

Contract 110

Contract Follow-up Quota Networking 110

Salesforce

DECEMBER 4, 2023

Competitor Saul’s Dolls, on the other hand, has mapped out a clear path to revenue growth that includes target KPIs for lead generation, quota attainment, and customer retention. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Spiro Technologies

OCTOBER 7, 2021

Percentages are important in sales, not the least bit because commission checks tend to be calculated as a percentage of our monthly quotas. This is the proportion of leads that turn into closed deals — a figure salespeople should always be thinking about improving, especially if they want their commission checks to go up as well.

Closing 111

Closing Referrals Commission Contract 111

PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. Setting Up Meetings With Decision-Makers. You can also book follow-up meetings to check in with your clients in the future. Boost Productivity by Speeding Up Sales Cycles.

Closing 105

Closing Contract Negotiate Clients 105

Gong.io

MAY 31, 2021

A sales playbook resource library includes the following: . Round up your corporate-approved, top-notch sales decks. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. Contracting. Contracting Process. Sales presentations. Pilot resources.

Territory 118

Territory Objectives and Key Results Contract Price 118

Martech

MARCH 7, 2022

It’s important to set up demos within a relatively short time frame of each other to help make relevant comparisons. Also, make sure that all potential internal users are on the demo call, and pay attention to the following: How easy is the platform to use? How difficult is the platform set up and implementation?

Contract 98

Contract Price Quota Follow-up 98

Openview

MAY 30, 2018

The key, of course, is to find the middle ground — the point at which every employee who makes up your sales organization feels fully motivated to deliver results that fuel smart growth. Here are seven common mistakes that can set your team up for failure, provided by sales strategy consultant Michael Hanna : Making it Complicated.

Objectives and Key Results 162

Objectives and Key Results Commission Appointment Lead generation 162

Martech

MARCH 9, 2022

It’s important to set up demos within a relatively short time frame of each other to help make relevant comparisons. Also, make sure that all potential internal users are on the demo call, and pay attention to the following: How easy is the platform to use? How difficult is platform set up and implementation? Onboarding.

Contract 104

Contract Price CRM Quota 104

Martech

MARCH 3, 2022

It’s important to set up demos within a relatively short time frame of each other to help make relevant comparisons. Also, make sure that all potential internal users are on the demo call, and pay attention to the following: How easy is the platform to use? How difficult is the platform set up and implementation?

Contract 98

Contract Consult Sales Quota 98

Hubspot

APRIL 2, 2018

I wanted to follow up on the proposal.”. "Do Do you have any questions about the contract?". Finally, I picked up the phone and called my prospect’s office. Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Contract questions.

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

JANUARY 21, 2020

So you might be wondering who am I and why am I up here talking about sales culture? I think it’ll become clear why Jason asked me to come up and talk about this very specific topic. In the last year, I ended up working directly for the CEO doing special projects. Well, let me give you a little bit of my background.

Quota 131

Quota Sales Healthcare Territory 131

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

A Sales Guy

AUGUST 28, 2017

If used correctly, the CRM is the by far the best tool you have to manage the entire sale, from contact to contract and therefore make you a better salesperson. You wouldn’t make quota unless you made the calls and set up the meetings. I created fields to remind me to follow up on cold calls where I left a message.

CRM 125

CRM Sell Cold Call E-commerce 125