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

Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. I generated a comprehensive lead list that later, when I had to split my territory with a colleague due to restructuring, helped him hit the ground running.

Territory 83

Territory Cold Call SQL Campaign 83

Sales Gravy

APRIL 23, 2025

What follows is the advice I gave Kyle, cleaned up and expanded so every field seller, territory manager, and outside-sales road warrior can put it to workright now. Safety first; quotas second. Managers love call-count metrics, but conversations and follow-up triggers win deals. Safety first; quotas second.

Prospecting 67

Prospecting Appointment Outside Sales Territory 67

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. Lori Richardson To put this into practice, start by having one-on-one conversations between sales management and reps to find all possible motivations, then send out surveys to ask reps to rank them in order of importance.

Drivers/motivators 64

Drivers/motivators Quota Territory E-commerce 64

Martech

APRIL 8, 2025

Marketing strategies can leverage location-aware search to drive both online and offline conversions. 27, 2024, and quotas were set for gender, age and region at a country level. Location-aware search is a tool that can significantly enhance the customer experience. The first group’s responses were captured between Nov.

Customers 115

Customers B2C Drivers/motivators Territory 115

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

Partners in Excellence

SEPTEMBER 3, 2024

Recently, I had a conversation with an executive. Rather than managing all the accounts in their territories (which could have been hundreds), they were now focused on about 20-30 strategic accounts in each of their territories. Now you might be surprised, meeting quota or budget was never one of these conditions of employment.

Territory 127

Territory Pipeline Quota Strategize 127

Salesforce

APRIL 2, 2025

Product-led sales is a sales strategy where users experience and engage with a product first often through a free trial or freemium model before sales teams leverage usage data to drive conversions and expansions. Higher conversion rates: Consumers are typically more likely to make a purchase after experiencing a free trial.

Product 86

Product Territory Sales Price 86

Partners in Excellence

OCTOBER 12, 2021

Over the past couple of weeks I’ve had a lot of conversations about sales performance. ” Too often, the driving metric for sales performance is “the number,” quota, or the revenue goal. Each has made their number, they’ve each hit their quota of $5M revenue. Should Sales People Be On Quota?

Territory 138

Territory Quota Growth Account management 138

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

Openview

OCTOBER 10, 2018

Then, set target outcomes (in terms of quota achievement, time to revenue etc.) Here is how to get started: Interview your Sales Leadership : Interview sales leadership to discuss options for boosting quota attainment rates and, subsequently, revenue for the organization. so that you’ll understand what success looks.

Territory 109

Territory Quota Sales Technique 109

SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 108

Go To Market Territory Technique A/B testing 108

SaaStr

JUNE 4, 2025

All pulling your reps away from what they should be doing: having conversations that create value for prospects and customers. Follow-up Automation : AI can automatically craft contextual follow-ups that reference specific conversation points, attach relevant resources, and schedule appropriate next steps. All time-consuming.

CRM 91

CRM Follow-up Pipeline Territory 91

Hubspot

MARCH 7, 2018

How are your salespeople contributing to the expansion of your business in their given territory? Who’s reaching their quota? Is quota too high? It’s natural for some salespeople to perform better than others -- but if there are large discrepancies between conversion rates, dig deeper. Sales Volume by Location.

Territory 101

Territory Cross-sell A/B testing Promote 101

Veloxy

OCTOBER 29, 2021

For you the sales manager, this means forging better working relationships with salespeople and enhancing their ability to hit quotas consistently. After all, the reps have quotas to hit and there’s currently too much commentary of AI being aspirational as opposed to practical. Of course, we can’t rightly blame anyone.

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

NOVEMBER 15, 2024

An SDR who has career conversations with their manager is aware of the timelines, skills, and next steps required to advance in their careers. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Complete onboarding 2. Successfully deliver who, what, why, how 3.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Partners in Excellence

AUGUST 31, 2015

During the conversation, one person asked how she should progress in her career. In each one, they talk about “Exceeding objectives,” “Surpassing goals,” “Overachieving quotas.” Whether it’s making the President’s Club, “significantly exceeding quota,” or something else.

Territory 110

Territory Quota Pipeline B2B 110

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. For product-oriented founders, marketing often feels like unfamiliar territory.

Pipeline 76

Pipeline B2B Territory Campaign 76

Women Sales Pros

JANUARY 24, 2020

I hope the men who read this will comment with examples of lies they tell themselves to broaden the conversation and perhaps, discover that we have some of the same common doubts, fears, and concerns. JUST LUCKY – I just got lucky [with my territory] [with a lead] [with timing] last time but I’m surely going to fail this quarter.

Territory 147

Territory Non-Profits Promote Quota 147

Partners in Excellence

APRIL 16, 2012

Pipeline reviews, territory reviews, account reviews, opportunity reviews, call reviews. All of a sudden the conversation shifts and becomes a deal review. The same thing happens in account or territory reviews. But we can’t overlook territory, pipeline, account, and call reviews. Is anything getting stuck?

Territory 112

Territory Pipeline Quota Represent 112

SaaStr

APRIL 28, 2025

What’s Changing in Sales: The AI Revolution is Here — and Coming Fast After analyzing 139,000+ conversations through SaaStr’s New AI, it’s now clear from the data: AI is about to fundamentally transform B2B sales. This isn’t some distant futureit’s happening right now.

Negotiate 93

Negotiate Contract E-commerce Price 93

Partners in Excellence

FEBRUARY 17, 2014

Everyone is focused on quota performance. Our quota, our target, whatever we call it, it’s the number we have to achieve this year. Our quota performance, year to date, is a trailing metric. We’ve hit the end of the month, we look at quota attainment and see that we are really behind our number.

Quota 115

Quota Territory Pipeline Up-sell 115

Salesforce

OCTOBER 8, 2024

Example: High Volume Sound wants to reach more customers by expanding into the European region. Look at the number of customers for each channel and ensure you have the sellers and adequate setup to offer coverage to them, such as a partner seller that can cover a specific region.

Territory 93

Territory E-commerce Profit margin Sales 93

Sales Hacker

MAY 9, 2018

Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5 In comparison, the average conversion rate of low performers is 4.95%, taking 56.62 Thus, helping push them towards conversion.

Quota 71

Quota Process Pipeline CRM 71

Salesforce

SEPTEMBER 19, 2023

They make decisions around hiring, quotas, compensation, territories, and customer segments. Increase your quotas? Then, sales managers step into a new time frame — the year — with sales forecasts and territory plans that help sellers hit their numbers. Territory Plan Don’t just segment customers based on geography.

Territory 104

Territory Quota CRM Customer Relationship Management 104

criteria for success

JUNE 13, 2022

Chris is the Regional VP of Sales – West at a leading data security firm. He recently published his first book: The Tech Sales Warrior: Battle-Tested Strategies to Crush Quota. We hope you enjoy this great conversation! Check it out here: The Tech Sales Warrior: Battle-Tested Strategies to Crush Quota. …And more!

Entertainment 98

Entertainment Territory Quota Conversion 98

SaaStr

NOVEMBER 3, 2023

Inside reps have the same quotas and expectations. The Advantages of Selling In-Person vs. Remote In the early days at Brex, they measured conversion rates of whether a client received an on-site visit or not. The conversion rates are higher, no doubt. How you design territories and where you put people is incredibly important.

Growth 105

Growth Territory Referrals Customers 105

Hubspot

JUNE 16, 2025

Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.' By doing this, they turned a cold pitch into a consultative conversation,” Wickett says. Share your success stories for acquiring and retaining customers.

Objectives and Key Results 49

Objectives and Key Results Pitch Sales Follow-up 49

Veloxy

MARCH 15, 2023

This leads to more successful sales engagements and higher conversion rates. This metric can be broken down by product, sales team, or region to identify specific areas of strength or weakness. This metric can be tracked by product, sales team, or region to identify areas for improvement.

Cross-sell 246

Cross-sell Objectives and Key Results Teamwork Growth 246

Sales Hacker

OCTOBER 27, 2022

Overwhelmed by your Q4 quota? Seeing your conversion rates drop? Guests: Jordan Hizel – Regional VP of Sales at Conga. You’ll learn: Build up your top-line metrics to offset conversion drop. Let’s be real, the economy is not where it was in Q1. And frankly, we’ve gotta do more with less.

Product 98

Product Territory Quota Pipeline 98

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. AEs are held to quotas. You’ll be moving around constantly: Around the city, region, state, country, or even world. At some organizations (usually smaller ones), they’ll handle this conversation with the customer directly. Regional Sales Manager.

Territory 101

Territory Commission Outside Sales Account management 101

Partners in Excellence

MARCH 13, 2019

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” It’s natural, most conversations focus on what we want to do to or with our customers, not on what we are doing for our customers. Yet, why do so many organizations fail to do this?

Product 122

Product Sell Territory Manufacturing 122

Hubspot

AUGUST 27, 2012

Take a look at our conversation, and find some more resources at the end of this post that helps address the issues we discuss. No conversation is even necessary, just the thought: “If Lisa can do it, I can do it.” Should executives be making a push to fill a "gender quota"? And, we supported each other’s growth.

Quota 78

Quota Sales Territory Government 78

SalesLoft

MARCH 20, 2020

Have honest conversations with folks who are scared and asking questions. Everybody wants to know how to keep business as-is and keep “crushing quota” and the like. What if we adjusted revenue quotas and put sellers to work in helping solve current customers’ business challenges? This is uncharted territory for us all.

Quota 131

Quota Territory Trust Up-sell 131

Hubspot

OCTOBER 2, 2019

Here are some performance metrics to consider for your sales reps: Individual Quota Attainment - The percentage of the sales target reached for each sales rep in a given month or sales period. Conversely, if your entire team is hitting or surpassing quota without question, your goal may be too conservative. Image Source: SAP.

Territory 99

Territory Quota Commission Construction 99

Openview

NOVEMBER 20, 2017

The following is an inside look into our conversation about some of the key lessons he’s learned from these experiences. How do you manage year-to-year territory adjustments as your company grows? Eventually, people will catch on that if their territories are getting bigger, that’s bad. It can’t change overnight.

Territory 81

Territory Healthcare Sales Retail 81

Gong.io

MAY 31, 2021

All CRM-related conversations are not to be trusted. Rules of engagement definitely differ by organization, but at a minimum, they should exist for segments, territories, and accounts. Territories. What defines a territory (zip code, country, state, region, country, etc.)? How are territories divided up by rep?

Territory 118

Territory Objectives and Key Results Contract Price 118