Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Net Promoter Score (NPS). Who’s reaching their quota? Is quota too high? For example, if two locations see relatively similar sales volume in January, try implementing a promotional sale in one location and not the other in February to see if it drives sales. Upsell/Cross-Sell Rates.

Territory 101

Territory Cross-sell A/B testing Promote 101

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

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 Technique Construction 59

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

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

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 105

Cross-sell Niche Start-ups Engineering 105

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

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 113

A/B testing Tradeshows Finance Cross-sell 113

Highspot

JUNE 6, 2023

In the boardroom, it’s about the percentage of your reps that are attaining quota. And from an efficiency perspective, it’s all about how sellers apply their talent, tools, resources, and processes without putting in endless hours to meet targets and sales quotas. You need to identify the root causes of poor productivity.

Closing 52

Closing Product Objectives and Key Results Quota 52

SalesLoft

DECEMBER 19, 2023

That lets them meet buyers where they are, from creation to close, so they can meet and beat quota. And that’s just the sell side. Tracking down information could involve emailing or Slacking five different people, crossing your fingers that they get back to you before your next touchpoint with the customer. Territories change.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Territory Legal 52

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 Non-Profits 105

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. This turns a sales rep who spends too much time on non-selling activity into a trusted advisor that spends the majority of their time on customer engagement. How is AI Changing Sales?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

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 91

Commission Quota X-functional Non-Profits 91

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 109

Lead generation Price Campaign Cross-sell 109

Search Engine Land

FEBRUARY 18, 2023

Google changes request recrawl limits, noting daily limits versus monthly quotas 2018: Google finally disclosed the new recrawl limits in a revised help document. Alexa Skills is the next big App Store battle 2019: There were thousands of Skills and Actions but very few people were using them. by Gord Hotchkiss 2010: What Do I Look At First?

Finance 95

Finance Engineering Campaign Cross-sell 95

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

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 Pitch 75

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

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 76

Commission Territory Finance Inside sales 76

Highspot

MAY 8, 2020

Empower coaches with sales playbooks for organic topics, like negotiation, persuasion, upselling, cross selling, and competitive differentiation, to ensure coaches can effectively respond to issues as they arise. But just as a great rep is taught how to sell, anyone can become a great sales coach — they just have to learn how.

Technique 78

Technique Sales Negotiate Quota 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

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 52

Sales Quota Cross-sell Pitch 52

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 Growth 111

PandaDoc

MAY 24, 2023

Acting as a liaison between the sales team, the marketing teams, the presales department, and even delivery units, they purvey the required training, marketing collateral , software tools, channels, and process improvement ideas to those who sell. Let’s take a look at some of them in greater detail.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

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 73

Assembly Line Objectives and Key Results Construction Commission 73

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. Time to take notes. Anita Nielsen.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

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 Retail Sales 72

Sales Hacker

JANUARY 8, 2020

Your quota, your achievements, and the skills that produce them are the foundation of what makes you desirable as a salesperson. Here are several resources that will help you rack up wins and build your skill set: Sales Hacker Blog – 6 Non-Fluffy Ways to Sell Like a Human. You don’t know when you’ll need to cross it again.

Networking 65

Networking Cross-sell Sales Start-ups 65

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 64

Engineering Quota Growth Sales 64

Sales Hacker

DECEMBER 8, 2017

Growth of Omni-Channel Sales Strategies & Social Selling. Amazon is your new competitor – They now sell everything and dominate every product category. Trade show and conference networking and selling – Places like Sales Machine and Dreamforce are ideal to make sales calls and the CEO is always there.

Sales 97

Sales Cross-sell Up-sell Pipeline 97

SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. Michaela Lehr: Basically what accounting came back with is that the deal was a down sell, and the sales rep is sitting there like I just went from 120 to one 150, 12 month contracts.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

MARCH 12, 2019

And I think it comes out of the 80s and 90s and how we used to sell with shelfware. We really only know how to sell the mid market companies through inbound demand gen. And help them to figure out how to sell the enterprise. Now I’m in a position to put marketing on a revenue quota. Teach us to sell.

Growth 84

Growth Cross-sell Contract X-functional 84

Salesmate

OCTOBER 4, 2021

It is hard to believe your teammate is heavily distracted throughout the day and only spends 28% of hours on ACTUAL selling. As a leader, you clearly want your sales reps to know their sales quotas and current progress. Hit sales quotas like a PRO! Sell anywhere. Start My Trial Now. Individual goal tracking.

CRM 52

CRM Sales Pipeline Contact 52

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

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 70

Process Sales Quota Commission 70

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. I’m not great at it, but most folks they’re aggressive without crossing the line. You want to co-sell together. You will hire your Rio.

Quota 82

Quota Growth Product Closing 82

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 95

Growth Cross-sell Start-ups X-functional 95