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 upsell/cross-sell rate. This structure is relatively rare in selling organizations.

Commission 101

Commission Quota X-functional Non-Profits 101

Salesforce

DECEMBER 4, 2023

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. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts. The data may also reveal areas for product or service improvement.

Product 86

Product Territory Sales Price 86

Veloxy

NOVEMBER 29, 2021

Should we be surprised when only 42% of salespeople expect to meet (not exceed) quota ? Yet, how it can shape selling for your company can be revolutionary for you. What is a salesperson to do? It’s time you replace your dart board with a crystal ball. Content Creation. Outside Sales and Predictive Analytics.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Highspot

APRIL 10, 2025

Key Takeaways 84% of sales reps hit their quotas when companies implement best-in-class sales enablement strategies. With it, the numbers don’t lie: 84% of sales reps hit their quotas when companies implement best-in-class enablement strategies. Getting a sales enablement certification gives you skills that increase your value.

Objectives and Key Results 52

Objectives and Key Results Sales Technique Quota 52

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Net Promoter Score (NPS). Percentage of sales reps attaining 100% quota. Cost of selling as a percentage of revenue generated. Imagine one of your reps isn’t hitting her quota.

X-functional 101

X-functional Quota Cross-sell Contract 101

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. Not only is there a clear promotion path, you don’t need much experience. The vast majority of candidates are ready to be promoted after approximately six to 18 months in a sales development role. AEs are held to quotas. Account Executive (AE).

Territory 101

Territory Commission Outside Sales Account management 101

Hubspot

AUGUST 22, 2022

Building trust and rapport, crafting a personalized sales approach, and prioritizing existing customers are more important than ever to a successful sales strategy that not only attracts customers, but turns them into promoters of your brand. Selling by offering a solution rather than pitching a product/service is key to sales pros.

Cross-sell 69

Cross-sell B2C CRM Sales 69

Sales Hacker

NOVEMBER 16, 2021

It offers time-saving alerts, workflow tools, and a cross-platform reporting dashboard. Hotjar analyzes potential customers in real-time based on their site and/or promotional landing page behavior. Net Promoter Score® measures how likely customers are to recommend your product or service to their network.

Lead generation 127

Lead generation Price Campaign Contact 127

Salesmate

JUNE 4, 2021

A sales incentive is a reward/compensation (cash or non-cash) that’s given to a salesperson for performing up to a level, mainly for selling a particular amount of goods or services. For example, let’s say you are selling a “product.” Let’s say your company sells a SaaS product that rolls out new features now and then.

Drivers/motivators 105

Drivers/motivators Objectives and Key Results Teamwork Sales 105

SaaStr

SEPTEMBER 11, 2023

Including — the top mistakes founders make again and again as they cross $10m ARR. As a rough rule, once you start scaling, try to have 50% of your leadership from internal promotions (you keep the special DNA and knowledge), and 50% from outsiders you bring in to mix things up and bring in new skills. Here they are.

Cross-sell 125

Cross-sell Niche Start-ups Engineering 125

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. The goal is to simplify the complexities of today’s selling environment and create a smoother experience for buyers and sellers. Facilitate regular cross-departmental meetings, collaboration, and communication to keep everyone on the same page.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively.

Territory 71

Territory Quota Cross-sell Government 71

Sales Hacker

OCTOBER 30, 2018

In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. Business-to-business (B2B) A model in which businesses sell products or services directly to other businesses.

Objectives and Key Results 52

Objectives and Key Results Pipeline Cross-sell SQL 52

Partners in Excellence

JUNE 7, 2012

Just one data point from CSO Insights 2011 Sales Performance Optimization Study shows that in organizations where most of the sales people are leveraging the sales process, 70% beat their quotas, and in those where people are not consistently using the sales process on 51% beat their quotas. Customer satisfaction/Net Promoter.

Territory 106

Territory Sales Manufacturing Objectives and Key Results 106

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Once you're crushing the numbers, you'll be ready for that promotion. The path to a promotion is clear, and you'll gain the skills you need to level up to a managerial position. Image Source.

Commission 94

Commission Territory Finance Inside sales 94

Martech

SEPTEMBER 25, 2023

The company had just made its full-year quota in the first half of the year and the champagne was flowing. Marketing must be constantly available to potential buyers when they become interested in your product — not necessarily when you want to sell it. This boosts cross-selling and upselling opportunities.

A/B testing 120

A/B testing Tradeshows Finance Cross-sell 120

Hubspot

SEPTEMBER 27, 2019

How much revenue is generated by each product, product line, or service that you sell. cross-selling, upselling, repeat orders, expanded contracts, etc.). Net Promoter Score® (NPS). Percentage of Res Attaining 100% Quota. How many representatives on your team are attaining 100% of their quota.

Territory 99

Territory CRM Sales Cross-sell 99

Heinz Marketing

SEPTEMBER 13, 2021

I remember I did one of the very first Salesforce LinkedIn Lives about this very topic of hybrid selling, sort of April of 2020, talking about sort of what we thought was going to happen. And a lot of that had to do with…many selling organizations were very successful, selling either inside only, or outside only, or a hybrid of the two.

Pipeline 122

Pipeline Sales Technology Technology 122

criteria for success

MARCH 11, 2020

If the buyer is analytical, they are likely to ask more questions or make “objections”, because they are dotting I’s and crossing T’s. While selling, it's easy to lose yourself in the logistical details of the deal. When handling objections at the close, ask questions like “How would a failure to meet your quota impact your job?”

Closing 69

Closing Objectives and Key Results Objection handling Cross-sell 69

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

SaaStr

JULY 4, 2019

First one’s really simple, the ability to get promoted relatively quickly. But from my SDRs, my commitment to them is if they come in and overachieve, exceed expectations, I will promote them in nine months. What’s your expectation of current customer growth, cross-sells? Average sales cycles?

Engineering 87

Engineering Quota Growth Sales 87

Hubspot

NOVEMBER 12, 2014

In the inbound methodology, the preferred ABCs of selling are: Always Be Connecting. Benefits are distinct from features , and sales reps should sell based on benefits that are supported by features. B = Budget : Determines whether your prospect has a budget for what you''re selling. Cross-Selling. Cold Calling.

Non-Profits 78

Non-Profits Cross-sell Pipeline Commission 78

Miller Heiman Group

MAY 30, 2018

Without this system of record, sales management and executive leadership lack the insight they need to promote performance improvements. Ideally, managers can use the data from the CRM system to create the forecasts, leaving salespeople with more time to sell. Again, see our post on how to foster cross-functional collaboration.

CRM 65

CRM Technology Technology Cross-sell 65

Hubspot

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. With channel sales, you rely on third parties to sell your product or service.

Commission 77

Commission Sales Cross-sell Consult 77

SalesLoft

JULY 12, 2018

The result will enable salespeople to focus on selling rather than losing time to administrative tasks, thus addressing a real problem. Being transparent and providing clear communication eases anxiety and promotes trust. It’s easier to create buy-in when influencers are on board and can help promote upcoming changes.

Cross-sell 52

Cross-sell Quota Promote Technology 52

Openview

NOVEMBER 20, 2017

Often, it’s not until the end of the process that companies ask a candidate to demonstrate their ability to sell something. I like promoting from within, but I also like adding people from the outside. Promoting from within creates a culture of ambition and meritocracy, while hiring from outside helps expand your culture.

Territory 72

Territory Healthcare Sales Retail 72

SaaStr

JULY 1, 2020

What’s going on with all the inbound, how we managing our pipeline, downgrades and pauses, CSMs, BDRs and quotas, but to Kristen and Sam, I actually wanted to use this slide I had in it. It’s not always the same groups doing that, but I do think that you have to look at your quotas and your goals for your team. I added one.

Process 103

Process Sales Quota Commission 103

Hubspot

MAY 9, 2022

Make sure you have a clearly defined commission structure in place — and familiarize your team with what they can expect to see if they meet or exceed quota. There's a fine line between productively competitive and toxically confrontational, and crossing it can take a massive toll on morale. But competition can be fickle.

Assembly Line 81

Assembly Line Objectives and Key Results Construction Commission 81

Hubspot

APRIL 1, 2019

The downside is they’re annulled by everyone else who’s missing their quota.". Your team goes from outstanding numbers to breaking even or missing quota. If your solution relates back to those problems, you can sell to the C-suite. Keep reading for more tips on customer stories that sell. Market dynamics and market share.

Presentation 100

Presentation Technique Closing Sales 100

Highspot

OCTOBER 11, 2023

Incentive and Compensation Strategies Compensation, quotas, and incentives help attract top talent and motivate them. A well-crafted compensation plan is at the core of a productive sales team based upon the dedication it requires to meet those quotas, attain the compensation the sellers desire, and become the best of the best.

Objectives and Key Results 59

Objectives and Key Results Quota Drivers/motivators Technique 59

Highspot

JANUARY 2, 2023

Higher quota achievement? Streamline sales processes cross-functionally across marketing, sales, and sales operations. This is in part because an estimated 90 percent of new best-practice behaviors should be folded into your sellers’ day-to-day if you want these selling behaviors to become bonafide habits. More upsales?

Sales 75

Sales Quota Cross-sell Technique 75

Hubspot

JULY 18, 2023

To reach (and, ideally, exceed) their quota they: Upsell (for example, convince guests to upgrade from a standard double to a room with a king-sized bed) Cross-sell (i.e., Cooperate with marketing on promotion strategies. You can use them to advertise last-minute deals, promote new packages, and organize competitions.

Commission 68

Commission Hospitality Non-Profits Referrals 68

The 5% Institute

JUNE 19, 2023

In the world of business, the terms “sales” and “selling” are often used interchangeably. So what is sales vs selling? While they are closely related, understanding the difference between sales and selling can have a profound impact on the success of your business. What is Selling? What is Sales?

Sell 52

Sell Objectives and Key Results Technique Customer Relationship Management 52

Sales Hacker

OCTOBER 28, 2019

In this article, we’re going to be dealing with the following roles: Sales Development Representatives (SDRs) – If you want to meet your quota, you’re going to need qualified leads. Team Selling Playbooks. The post Team Selling: A Tactical Approach to Winning Deals as a Team appeared first on Sales Hacker. It Takes a Village.

Sell 77

Sell Teamwork Objectives and Key Results Consult 77

SaaStr

JULY 15, 2022

How, if no one’s heard of you, do you sell to big companies? Think about just like we’ve talked about on SaaStr, you got to hire two AEs that hit quota before you hire a VP of Sales. Think about you promote your first sales rep to Head of Sales and she does an amazing job and she gets you to 10, and it’s amazing.

Growth 117

Growth Cross-sell Start-ups X-functional 117