Sales Hacker

JULY 18, 2019

How about pipeline reviews? For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Step 2: weighted pipeline of uncommitted ARR. Step 3: forecast sales (with a future pipeline calculator). 75% Contract Negotiation.

X-functional 68

X-functional Pipeline Contract Quota 68

Hubspot

DECEMBER 23, 2022

From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. Meeting sales quotas is a top challenge for 20% of salespeople. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub.

Prospecting 76

Prospecting X-functional CRM Contact 76

SaaStr

MARCH 10, 2020

We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. We also didn’t try to build a lot of the centralized functions too early.

Government 79

Government Up-sell Contract X-functional 79

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. Pipeline Sales Metrics. Gauge the health of your sales pipeline with these metrics. Revenue by market.

X-functional 94

X-functional Quota Cross-sell Contract 94

Salesforce

OCTOBER 26, 2021

Before 2020, sales teams hummed on leads in pipe, one-off sales (digital and in-person), and pipeline velocity. Success metrics, like quotas, reflected these topline goals. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service].

X-functional 98

X-functional Sales Growth Contract 98

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The way we build financial models, the cell for the number of deals per quarter is always something like reps times quota.

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

SaaStr

AUGUST 9, 2019

In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time.

Finance 52

Finance X-functional CRM Engineering 52