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

Salesforce

NOVEMBER 15, 2024

They identify potential customers, present product or service offerings, negotiate contracts, and ensure customer satisfaction. They collaborate with partners to promote and distribute products, negotiate contracts, and provide support, ultimately maximizing sales opportunities and revenue for the organization. Complete onboarding 2.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Annual contract value (ACV) The average annual revenue generated per customer contract. Quota A measurable goal that sellers are expected to reach in a specific timeframe usually a month, quarter, or year.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Salesforce

MARCH 3, 2025

This includes everything from securing approvals and ensuring every contract is compliant. This includes setting prices, drafting custom contracts, and keeping service delivery on track. Ramp deals Sales reps may also use Deal Desk for ramp deals, a multi-year contract with discounts or pricing adjustments at specific intervals.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

DECEMBER 12, 2024

Signing bonus: A one-time award given to a new employee as part of the employment contract, primarily to attract top talent to the company. Spot bonus: This is a one-off monetary payment awarded to an employee for achieving a specific result or exceeding a particular target. These are typically paid as lump sum bonuses.

Non-Profits 96

Non-Profits Objectives and Key Results Commission Territory 96

Salesforce

MARCH 8, 2024

It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them. Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. There is not a fixed formula for this.

Commission 64

Commission Quota Territory Cold Call 64

Salesforce

MARCH 7, 2024

Clawbacks have been widely used as part of employment contracts across many industries, particularly since the financial crash of 2008, as a means to protect a business against fraudulent activity. And, even if the contracts themselves adhere to these regulations, a single miscalculation or accounting error can put a company at risk.

Commission 52

Commission Finance Quota Legal 52