SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. 5 Interesting Learnings from Toast at $1.1

Quota 59

Quota Territory Referrals Strategic partnership 59

RingDNA

MARCH 18, 2025

This leads to stalled deals, missed quota, and slowed growth. Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. But the next generation of conversation intelligence is here. What is conversation intelligence?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

Understanding the Sales Force

MAY 30, 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. That works out to 72%. million salespeople. Can It Be Fixed?

Quota 70

Quota Drivers/motivators Sales Up-sell 70

SaaStr

NOVEMBER 25, 2024

So: if the quota for the rep is say $600k, your average Opportunity is $20k in size, and you have a 15% opportunity-to-closed ratio … your rep will need ~200 opportunities over the year to hit their quota, or about ~15 a month. Those conversations can be with leads, or with opportunities.

Quota 98

Quota Sales Follow-up Closing 98

Partners in Excellence

NOVEMBER 6, 2024

RevOps, can help us drive richer conversations about, “Why are these things happening…… What would it take to change…… What should we do differently…… ?” I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?”

X-functional 127

X-functional Strategize Quota Pipeline 127

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Tibor Shanto

NOVEMBER 16, 2021

Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. Pipeline reviews involve flows and paths to success, quota. Before you get too excited, the battle is with time, quota, and skill. And time to quota. What’s in your pipeline?” Pay To Play.

Pipeline 257

Pipeline Quota Prospecting Consult 257

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. Same old bad sales conversations. Limited Emotional Energy. Limited Time. Same old approach.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Sales Hacker

JULY 26, 2021

Steps involved in a Slack conversation: Step 1: Open Slack. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep. Take Slack, for instance. Step 2: Type the name of the desired coworker or channel.

Quota 130

Quota Cold Call CRM Sales 130

Veloxy

MAY 25, 2021

Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before! Try one of the latest, trending apps today and become your Sales Org’s quota champion this year. Practice Makes the Perfect Salesperson. Try Veloxy.

Referrals 290

Referrals Quota Cold Call Contact 290

SaaStr

JANUARY 8, 2025

That meant weekly business reviews, measuring it at each segment, the team level, the individual level, and looking at bookings to revenue conversion more closely. Some key findings included: Bookings to revenue conversion rates were significantly below target. With only 4% conversion by month two versus a 10% goal.

Objectives and Key Results 117

Objectives and Key Results Growth Engineering Quota 117

Sales Pop!

SEPTEMBER 16, 2021

of sales people using social media outperformed their sales peers, and exceeded quota 23% more often. Social selling increases total team attainment of sales quota, improves customer retention rate, increases sales forecast accuracy and increases the percentage of sales reps making target. Consider the following: Some 72.6%

B2B 237

B2B Sell Quota Technique 237

Partners in Excellence

JANUARY 24, 2025

He and I had lots of conversations on how they interrelated and the metrics that had the highest leverage. I track myself and each person on my team on three fundamental metrics: YTD performance against goal, number of high impact conversations each week (each person has a quota, mine is 6.

High impact 115

High impact Pipeline Inside sales Quota 115

Sales Pop!

MAY 22, 2025

This concept was necessary in corporate sales to achieve the monthly quota set plus earn the bonuses and yearly trips awarded to the top producers. Personna Pros and Cons In every situation, we realize the people with whom to continue conversations and those to avoid, and for business, being attentive to persona cons is vital.

Growth 130

Growth Appointment Territory Quota 130

Partners in Excellence

MAY 28, 2025

Likewise, a couple of months ago, I had a conversation with a CMO. She had an older school mental model, thinking marketing focused on grand, image, advertising, and meeting the quota for MQLs. Again, we were talking about shifts in her teams marketing strategy, how they worked with sales, the kinds of programs and content needed.

GTM 117

GTM Quota Clients Promote 117

Sales Gravy

MARCH 18, 2025

Below, youll find the key takeaways from our conversation on accelerating new-rep success, establishing realistic expectations, and blending company marketing with individual agent prospecting efforts. The question is, how soon can they start generating leads and setting up sales conversations? And yes, theres a risk of mis-steps.

Cold Call 80

Cold Call Commission Appointment Pipeline 80

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. Doesn’t matter the tools, the technique or anything that take the conversation away from the why of it all. By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle.

Quota 293

Quota Technique Prospecting Closing 293

SaaStr

DECEMBER 26, 2023

Dear SaaStr: What Is A Good Demo Conversion Rate for a SaaS Startup? That way everyone can hit quota, or at least most can. The more folks you attract into your funnel, the lower your conversion rate. The fewer, but more highly qualified folks you attract, the higher the conversion rate. Even that’s a lot.

Conversion 113

Conversion Quota Engineering Start-ups 113

Salesforce

JANUARY 9, 2025

As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. Higher conversion rates One of the best ways to increase productivity and revenue is by improving your conversion rates. Additionally, 57% of respondents said the competition was trickier than last year.

Closing 98

Closing Represent Territory Lead generation 98

Veloxy

DECEMBER 9, 2024

Is it increased lead conversion? For instance, are you focused on increasing lead conversion, shortening sales cycles, or improving customer retention? For instance, if lead conversion is a priority, customize dashboards to provide real-time visibility into pipeline stages and conversion metrics. Shorter sales cycles ?

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Sales Pop!

JUNE 23, 2023

If your conversion rate for leads to opportunities is 25 percent, and you have a quota of $200,000 per month, you should maintain approximately $800,000 worth of leads in the pipeline. Pipeliner’s CRM data also informs a salesperson of the actions they need to take to make quota and continue to achieve their sales goals.

Technology 246

Technology Technology Pipeline CRM 246

Hubspot

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Improve Conversion Rates One of the biggest benefits I saw from implementing AI (and a big part of the fantastic ROI it produced) was the way it helped us disqualify leads that weren’t a good fit.

Closing 80

Closing Contract Technique Sales 80

Understanding the Sales Force

FEBRUARY 1, 2025

If you have a pile of files on your desk, a to-do list that is so long it must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota. Back to the sales leaders.

Drivers/motivators 116

Drivers/motivators Sales Quota Pipeline 116

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Why are revenue targets so hard to hit? Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

Search Engine Land

AUGUST 30, 2024

In B2B, that means prepping for the end-of-year push that comes from needing to hit quotas and engaging brands about to be flush with new yearly budgets. The ultimate goals are to improve user experience and conversion rates – some of our clients have seen a 15%+ boost from these efforts.

A/B testing 79

A/B testing Retail Quota Promote 79

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. The right tool allows me to be the emotional favorite with more prospects, leading to more conversions and revenue. It start with how sellers think about time; which is why in sales, time is value not money.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Tibor Shanto

JUNE 22, 2021

Value is not always easy for salespeople to define, making it hard to leverage in sales conversations. Again, no issues with taking orders, but will that get you to quota? By Tibor Shanto. Many in the trade sidestep the issue while copping out, saying something socially acceptable and meaningless at the same time.

Quota 227

Quota Sell Conversion Sales 227

Tibor Shanto

FEBRUARY 8, 2022

The more you manage it, honestly, the more consistently you will exceed quota. Without that, the conversation is very one way. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work. We need to understand what they are doing now and why.

Pipeline 282

Pipeline Quota Prospecting Follow-up 282

RingDNA

APRIL 11, 2025

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. Conversations Per Day Key Question it Answers: How efficient are your reps at connecting with prospects?

Quota 62

Quota Sales Pipeline Contact 62

Partners in Excellence

DECEMBER 2, 2024

Often, quota, is something they pass, seeking to achieve the goals they have established for themselves. Value listening more than talking, driving high impact collaborative conversations. They take ownership for failures, never seeking to blame others. Self-motivated: They are more driven by their own goals than the external rewards.

High impact 127

High impact Quota Drivers/motivators Growth 127

SaaStr

APRIL 30, 2025

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. Review lead quality, conversion rates by segment, and the effectiveness of your ICP (Ideal Customer Profile). Identify top performers and those who need coaching.

Cross-sell 74

Cross-sell Pipeline Legal Contract 74

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. Along with shortening the sales cycle and increasing the conversion rate, it provides structure and accountability. As a sales leader, your efforts directly impact the company’s stability and growth.

Product 246

Product Territory Objectives and Key Results Sales 246

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. From generative AI to conversational intelligence, AI is reshaping how sales managers provide coaching to improve sales performance and increase win rates. What is AI Sales Coaching?

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Quota 64

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue.

Pipeline 55

Pipeline Appointment Quota Prospecting 55

Sales Gravy

APRIL 23, 2025

Safety first; quotas second. Managers love call-count metrics, but conversations and follow-up triggers win deals. Safety first; quotas second. Use a hands-free auto-dial app (tons exist) if local regulations allow. Capture notes on paper or dictate voice memos. At days end, batch-enter critical intel into your CRM.

Prospecting 72

Prospecting Appointment Outside Sales Territory 72

Partners in Excellence

DECEMBER 18, 2024

Every month, one of the most important conversations I have is with Lahat Tzvi. Earlier, he had a conversation with a prospective client. I can’t begin to count the number of similar conversations I’m in. But the same issue comes up in too many conversations. Today, Lahat was wound up.

Clients 97

Clients Quota Conversion Growth 97