PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota.

Commission 52

Commission Quota Represent Sales 52

Veloxy

JUNE 21, 2021

A great way to do this is by coming up with three common problems your customers experience that your product or service can help with. If the customer is a business, this may include new clients, new hires, new contracts, etc. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

OCTOBER 24, 2022

When 57% of sales reps expect to miss their quota every quarter, managers need to rely on the 42% to make the team’s number. One of the biggest challenges for the missed quota reps is sales readiness. Most sales reps spend over 175 hours every year on generating quotes and proposals, and waiting for contracts to be signed.

Quota 147

Quota Contract Account management Price 147

PandaDoc

JUNE 27, 2025

CPQ tools can help you generate quotes and contracts all from within your CRM. CPQ software helps your team configure products, apply pricing rules, and generate accurate proposals, while CRMs manage and centralize data. Pair your CRM with a solid CPQ (configure, price, quote) solution like PandaDoc.

52

52

Veloxy

JUNE 8, 2022

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. For instance, you could have a pipeline worth a million dollars in contract value. For B2B sales in particular, a healthy pipeline comes with a lot of benefits.

Pipeline 195

Pipeline Technology Technology Cross-sell 195

SaaStr

NOVEMBER 8, 2022

Well let me just step back with my learnings as you do your own planning: First, assuming you are growing > 80% YoY or so, have a lot of pre-paid annual contracts, … you should be able to be cash-flow positive almost no matter what somewhere around $5-$8m in ARR. Do you really need 12 people on the product team?

Quota 114

Quota Contract Price Growth 114

Veloxy

JUNE 23, 2021

One way to select between outside and inside sales hires is by analyzing the type of product you’re selling. If your product or service is a high priced solution that includes customization, then outside sales will work perfectly. However, sales can be handled remotely if you sell SaaS or other cloud based products.

Inside sales 232

Inside sales CRM Sales Pipeline 232

SaaStr

JUNE 4, 2025

Despite all the sales enablement tools, CRM sophistication, and “sales productivity” solutions we’ve built over the past 20 years, we haven’t moved the needle on the two metrics that matter most: time with customers and account coverage. She’s not talking about AI as another productivity tool.

CRM 99

CRM Follow-up Pipeline Territory 99

RingDNA

APRIL 11, 2025

Dials Per Day Key Question it Answers: How productive are reps at dialing prospects? What it Measures: The total number of attempts a rep makes to call prospects in a given day Value: Many sales organizations have a dialing quota since more dials can equate with more meaningful sales conversations and revenue.

Quota 62

Quota Sales Pipeline Contact 62

Sales Hacker

FEBRUARY 3, 2025

A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens. Key capacity planning elements: Losing a mid-market rep can cost a company 35-40% of their quota capacity for the year. Quota buffers should range from 5% to 35%, depending on the companys growth stage and risk tolerance.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Drive sales for specific product. Absolute commission plan.

Commission 101

Commission Quota X-functional Non-Profits 101

SaaStr

OCTOBER 25, 2021

” and “Something we found really effective at CoursKey, and other vSaaS businesses will likely find as well: Instead of running pilots, sign a multi-year contract but give them an opt-out after 3-6 months. You should stand behind your product and sign up for those until you have a real brand in the space. I had to try. .

Price 126

Price Contract Referrals Contact 126

Hubspot

OCTOBER 19, 2017

Percentage of sales team hitting quota. 1) Percentage of sales team hitting quota. Quota attainment, or the percentage of salespeople meeting or exceeding quota, tells you whether your quotas are too high or low. As a rule of thumb, your quotas are likely unrealistic if less than 60% are hitting.

Quota 101

Quota Cross-sell Contract Negotiate 101

InsightSquared

MARCH 6, 2018

They’ll ensure guidelines are properly adhered to and contracts are being executed, all while simultaneously working to eliminate barriers that slow down the contracting process. This means that sales ops will build a comprehensive tech stack (prospecting tools, email tracking, dialers, contract automation, etc.)

Contract 119

Contract CRM Territory Sales 119

Sales Hacker

JUNE 16, 2021

They’re all on board – marketing, sales, product, customer success, and executive leaders. Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. Your new reps’ ramp time is too long before they reach full quota attainment. How do they do it? What is your timeline?

GTM 120

GTM Contract Quota Sales 120

SaaStr

DECEMBER 9, 2019

Great for sales reps looking to hit their quota. And even if there is budget left, you generally can’t burn it on a recurring revenue product. And it’s not even the amazing product. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later?

Intrinsic 133

Intrinsic Pitch Contract Quota 133

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. The role of an SDR is, in many ways, hustle culture personified.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

SaaStr

JULY 31, 2024

(We had churn, but it wasn’t due to contract expiration). And bringing in $400k for 3 years of product now instead of $150k for one year that I had to renew twice was 100% worth it to me. Either way, Year 2 and 3 didn’t count toward quota per se. Those years don’t impact your ARR in this calendar year. And it worked.

Commission 110

Commission Contract Quota Customers 110

Sales Pop!

OCTOBER 18, 2021

About 73% of salespeople use software to increase their productivity, according to the Linkedin survey. Tools you acquire should turn your process into something more efficient and productive. This cool tool can become your perfect assistant in cutting down on boring searches and actually being productive. Prospect.io

Prospecting 243

Prospecting Price CRM Lead generation 243

Sales Hacker

OCTOBER 8, 2020

This means that you need to let go and give up control by removing sales quotas and targets. Revenue is the by-product of trust. It is a virtuous cycle, and each time you go round it, this wonderful, company-sustaining exhaust product is created — revenue. Instead, focus everything on… wait for it…. Wait for it…. Compensation.

Trust 121

Trust Objectives and Key Results Sell Quota 121

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

AUGUST 17, 2022

Salesforce automation tools go a long way in helping you improve the productivity and efficiency of your sales team. However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. You’ll easily generate quotes, proposals, and contracts in a variety of formats and in mere seconds.

Appointment 147

Appointment Territory Cross-sell Contract 147

Sales Hacker

JANUARY 22, 2021

Why is it important to their job, their quota, the company, or themselves? For instance, if you’re running an enablement for BDR’s on a new product, consider breaking them out into groups of 2-4, and get them to write 1-2 outbound emails and a cold call script about the challenges the new product can solve.

Contract 133

Contract Cold Call Technique Sales 133

Martech

JANUARY 26, 2023

Are there additional fees (consulting, add-on features, APIs, quotas)? What is the minimum contract length? Is there a short-term contract or an ‘out’ clause if things don’t work out? Strategy and product roadmap Do you have other clients in my vertical? How does the company handle requests for product modifications?

Contract 120

Contract Price CRM Quota 120

SaaStr

DECEMBER 1, 2021

Great for sales reps looking to hit their quota. And even if there is budget left, you generally can’t burn it on a recurring revenue product. And it’s not even the amazing product. Let me list a few: Why do customers buy a ton of seats up front , when they could start with a few and buy more later?

Intrinsic 132

Intrinsic Pitch Contract Quota 132

Salesforce

DECEMBER 4, 2023

Below, we give you everything you need to know about sales KPIs that ensure a healthy, productive, and growing business. 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.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

SaaStr

FEBRUARY 16, 2021

Wanted to buy a product last week. It doesn’t take too long for a product to get so nuanced, so complex, and with so much competition, that a rep can’t wing or. Impossible quotas. You want at least half, ideally 60%-70% of your reps, hitting quota. Have an actions quota, too. Churn-and-burn contracts.

Quota 109

Quota Commission Sales Contract 109

Hubspot

AUGUST 8, 2019

Revenue by product or product line. 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). Sales Productivity Metrics.

X-functional 101

X-functional Quota Cross-sell Contract 101

Hubspot

JUNE 16, 2025

Just look at Salesforce — they’re hiring 2,000 new salespeople just for their AI products, according to CEO Marc Benioff. A strong salesperson with great communication skills, resilience, and coachability can learn the product and industry quickly,” Wickett says. Media companies are in hiring mode, too. Peditto explains.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

SaaStr

AUGUST 18, 2019

It really wasn’t for a B2B product. Just having a “Free” version doesn’t get millions of folks to use your product. Sales team: lets move all the best features into the paid product. We found that our average paid user sent about 8-10 contracts a month. At least, not at first. Not usually.

Customers 100

Customers Contract Launch Quota 100

SaaStr

FEBRUARY 22, 2024

VPs of Sales are reluctant to push reps missing quota, again and again. It does seem to be more true, in my experience. VCs are reluctant to be critical of founders, even as they run out of money. Customer success reps are defended, even if their top customers churn without there even having been a conversation.

Contract 117

Contract Quota Up-sell Meeting 117

SaaStr

AUGUST 13, 2024

When you hire that VP of Engineering who never learns the product, it doesn’t work. Then, they hire people under them who have never learned the product, and they burn money. Folks are sensitive, and sales folks don’t want to be told they have to hit quotas, and founders are more prickly about advice. They won’t sugarcoat it.

Growth 120

Growth Quota Niche Finance 120

Openview

OCTOBER 5, 2018

Decreasing the time to productivity for new reps is crucial to meeting ever-expanding goals and closing more deals. When it comes time to track ramping quotas, sales leaders have an abundance of data at their fingertips. Average Contract Value (ACV). Quota attainment. Identify key measurements.

Objectives and Key Results 108

Objectives and Key Results Quota Pipeline Sales 108

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Product demo flows. Think sales playbook by segment or sales playbook by product type or sales playbook by team. Contracting.

Territory 118

Territory Objectives and Key Results Contract Price 118

Sales Hacker

DECEMBER 21, 2017

Because of its broad scope and deep impact on both top line (productivity) and bottom line (efficiency) performance, the sales operations department has become a strategic and indispensable component of a mature sales organization, especially in the enterprise, SaaS and B2B space. . Contract Lifecycle Management. Contract Management.

Territory 105

Territory Non-Profits Contract Quota 105

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Quota $30,000 in recurring revenue every month. Calls, emails, connect rate, demos, performs, wins, average contract value. Hey Dan, these are the quotas that we talked about during the interview process. They came from medicine, right?

Quota 132

Quota Sales Territory Healthcare 132

SaaStr

APRIL 8, 2023

The social contract between employer and employee in startups and scaleups seems to be in an evolving and weird state. Turnover went up, but there was still a social contract: no layoffs if you can avoid it. Even mid-pack employees, reps who never hit quota but worked somewhere well known, etc., No matter the downsides of how.

Contact 89

Contact Teamwork Contract Quota 89