SaaStr

JUNE 4, 2025

Your sales reps are drowning in tasks that have nothing to do with selling: Data entry and CRM hygiene Proposal generation and customization Meeting scheduling and follow-up coordination Lead qualification and research Activity logging and reporting Contract management and renewal tracking All necessary. All time-consuming.

CRM 101

CRM Follow-up Pipeline Territory 101

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). Market share percentage (or closing ratio of leads), this sales force: 32%. Put another way.

Quota 66

Quota Contract Follow-up Pipeline 66

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

SaaStr

FEBRUARY 16, 2021

Impossible quotas. You want at least half, ideally 60%-70% of your reps, hitting quota. But you have to make sure good, well-trained reps can hit quota and be paid fairly. Have an actions quota, too. You’ll be surprised how many reps don’t hit their actions quota at first. Churn-and-burn contracts.

Quota 111

Quota Commission Sales Contract 111

SaaStr

AUGUST 13, 2024

Folks are sensitive, and sales folks don’t want to be told they have to hit quotas, and founders are more prickly about advice. 4: You may be falling out of product market fit. You should determine if you’re gaining or losing market share every month, if you can, every quarter, at minimum. They won’t sugarcoat it.

Growth 122

Growth Quota Niche Finance 122

Highspot

JANUARY 14, 2024

Clarify the Virtual Selling Process There may be apprehensions about information security and contract signing for customers new to online sales interactions. Competitors using these modern platforms may outpace you, potentially capturing your market share. Request a demo today.

Quota 52

Quota Sell Sales Contract 52

Openview

APRIL 3, 2018

You need to decide what you are optimizing for – new logo acquisition, deal size, multi-year contracts, payment terms, etc. For example, as an early stage startup, your goal may be coverage – you need to land as many logos as you can to beat out your competitor and grab market share. DON’T penalize your top reps.

Commission 81

Commission Account management Quota Sales 81