SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. Once you’ve got a great team in place it’s time to think about how you can be strategic with those team members.

Territory 98

Territory Cross-sell Quota Networking 98

Veloxy

AUGUST 31, 2023

Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects. Below are the top 10 skills to nurture: 1.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Martech

JANUARY 5, 2024

As with previous phases, this one is not about hard selling. Expand Expansion is about strategically growing your share of the customer’s wallet. It requires nuance based on understanding when and how to present upselling or cross-selling opportunities. The biggest theme within this phase should be authenticity.

Prospecting 127

Prospecting Customers Cross-sell Objectives and Key Results 127

Sales Hacker

APRIL 16, 2020

As a result, all selling approaches that focus on selling a product or taking an order will fail. Sales enablement is a cross-functional discipline for driving your desired sales results. In fact, the impact on win rates and quota attainment impact was significant — research in 2018 and 2019 confirmed this trend.

Objectives and Key Results 129

Objectives and Key Results Cross-sell Quota Sales 129

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 52

Salesforce

DECEMBER 8, 2022

That’s underscored in our latest State of Sales report, which found that 72% of sales professionals don’t expect to hit their annual quota. Sales reps spend only 28% of their week selling, down from 34% in 2018. This opens the door to a hurried sales process and less time to hit quota. Trending Articles. 6 min read.

Cross-sell 98

Cross-sell Gambling Quota Sales 98

Hubspot

MARCH 7, 2018

Upsell/Cross-Sell Rates. Who’s reaching their quota? Is quota too high? Beyond benefiting your company’s business outlook, keeping in touch with clients supports your business’ strategic goals as well - its a sales metric that matters. Upsell/Cross-Sell Rates. KPIs for Sales Managers.

Territory 101

Territory Cross-sell A/B testing Promote 101

SalesLoft

AUGUST 23, 2019

, you know that SalesLoft’s self-declared sales nerd and podcast host, Jeremey Donovan asks every guest two questions: What is the first thing you remember selling? From that list, we focused in on the 5 most frequently recommended books and noticed something pretty important: They aren’t all about selling. . The takeaway?

Cross-sell 96

Cross-sell Niche Sales Quota 96

Sales Hacker

DECEMBER 22, 2022

Per new research, a mere 26% of organizations say 90% or more of their reps met quota last year. In the early days of sales enablement, many organizations created and delivered programs – and then crossed their fingers and hoped for the best. Related: Strategic Sales Enablement: Uplevel Your Program & Drive Real Results.

Quota 111

Quota Cross-sell Strategize Commission 111

SaaStr

NOVEMBER 30, 2023

From a strategic standpoint, early-stage companies start to build out their teams, transitioning from founder-led sales to incentivizing growth as they build those teams. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company? Cross-selling requires a more diverse product suite.

Go To Market 109

Go To Market GTM Cross-sell Growth 109

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” There were some minor upgrades, some maintenance contracts, and other things I could sell — but none that would enable me to achieve my quota or goals for the account.

Territory 102

Territory Account management Cross-sell Retail 102

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

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Aim to create an environment where everyone can thrive, not just hit their sales quota. Learn more: “Diversity Sells”. Drop the quota. Read on: Dear Wiz: Help!

Growth 98

Growth Quota Intrinsic Cross-sell 98

Sales Hacker

JULY 25, 2022

How to pivot, strategize, and coach. If your reps don’t meet their quota, you have a record of their activity — which means you can dig into the numbers to figure out why they’re behind and coach them accordingly. Where you stand in relation to business goals. Where your problem areas lie. What are their individual responsibilities?

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

SBI

MARCH 8, 2018

Chris: SAVO is a game changer for our customers because instead of just focusing on solving tactical pains like helping sellers find content easier, we focus on helping organizations align the sales organization to strategic corporate initiatives and changing market conditions. of sellers make quota.

Gaming 55

Gaming Strategize Government Cross-sell 55

Miller Heiman Group

MARCH 13, 2019

Sometimes, companies implement sales enablement without considering how it strategically aligns with its business goals. As an example, if you have a business value justification or a social selling program underway, develop coaching services that allow your sales managers to coach along those lines.

Objectives and Key Results 107

Objectives and Key Results Quota Technology Technology 107

Salesforce

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. And that’s a very good thing for reps looking to beat quota.

Gaming 95

Gaming Cross-sell Referrals CRM 95

RingDNA

MARCH 26, 2025

LinkedIn is no longer a nice to have in 2025, whether you’re a CEO shaping your company’s vision, a COO optimizing processes, or an SDR hustling to hit quota. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. It’s that simple.

Closing 62

Closing B2B Sell Referrals 62

Highspot

JANUARY 31, 2020

Sales excellence is defined as the consistent outperformance of key growth objectives, achieved by strategic, cross-functional initiatives. Percentage of sales reps attaining 100% quota. Percentage of time spent on selling activities. Time to quota attainment. How do you measure sales excellence? Time to ramp.

Growth 98

Growth Quota Sales Contract 98

Hubspot

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. AEs are held to quotas. How to know if this job is right for you: Being an AE is a natural next step once you’ve gotten some selling experience under your belt. It’s also harder to learn selling fundamentals when you’re operating solo or in a small team.

Territory 101

Territory Commission Outside Sales Account management 101

Hubspot

AUGUST 10, 2020

For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. For those who typically sell face-to-face, this could present unique communication challenges. What exactly are you selling, and how much do you know about it?

Cross-sell 100

Cross-sell Sales Negotiate Contact 100

SaaStr

JANUARY 25, 2021

Secure the deal through the use of all available resources such as executive relationships or board relationships in order to provide the most cross-functional attention possible. For those selling into the enterprise, channel strategies are very important. Consider lowering the barrier to entry with a starter tier.

Cross-sell 92

Cross-sell GTM Sales Territory 92

Hubspot

DECEMBER 7, 2023

If you decide you want to hit 110%, 120%, or 150% of your quota, commit to doing the necessary activities to reach that number. Review your year-to-date quota attainment to gauge where you stand today, and calculate the number of customers you have to sign to hit your goal based on your historical deal size and velocity. Set a goal.

Quota 85

Quota B2C Strategize Transportation 85

Sales Hacker

DECEMBER 2, 2019

Our second sponsor is Outreach , the leading sales engagement platform that enables sales reps to humanize their communications at scale, from automating the soul-sucking manual work that eats up selling time to providing action-oriented tips on what communications are working best. Outreach has your back.

Strategize 54

Strategize Contract Strategic planning Drivers/motivators 54

SaaStr

JANUARY 30, 2023

Deel solved this by scaling the revenue operations team in conjunction to support sales, design quotas, and go-to-market strategies, and leverage data to identify the best strategies. To tap into this revenue potential, Deel grew the account management team so managers could reach out to clients, share products, upsell, and cross-sell.

Cross-sell 109

Cross-sell Account management Clients Growth 109

SaaStr

JULY 3, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. We had to learn how to do sales and sales marketing and compete in heads up battles against other companies selling similar products.

Finance 105

Finance Launch Objectives and Key Results Cross-sell 105

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. What’s missing is a strategic approach that unites all your revenue-generating teams. Revenue enablement is a strategic function that provides all customer-facing roles with the tools, data, and knowledge to maximize revenue throughout the customer journey.

Cross-sell 93

Cross-sell Technology Technology GTM 93

Sales Hacker

JUNE 11, 2018

Once again, Salesforce presents a strategic look into the rapidly shifting world of sales. In fact, nearly 60% of sales reps expect to miss their quotas this year. What factors will guide sales team transformation in the future as technology, consumer behavior, and new market realities re-shape the contours of selling?

Gaming 76

Gaming Non-Profits Cross-sell Healthcare 76

Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Joanne Black is one of the leading authorities in referral selling.

Inside sales 111

Inside sales Sales Cross-sell Consult 111

Openview

FEBRUARY 7, 2018

And while the sales professional’s job is extensive and takes away from selling time, your output as a sales leader is even greater. Quota attainment and quota coverage. Strategic Account Planning (Collaborative). Introduction and Pipeline Review (Sales Leader). Quarter over quarter comparison (trailing 2 quarters).

Construction 91

Construction Pipeline Cross-sell Quota 91

SaaStr

AUGUST 12, 2020

Rather than having this erratic schedule around hitting sales targets, or hitting releases, that there’s a feeling that just quarter after quarter the company keeps shipping and selling. Some startups can do monthly quotas if they have an extremely quick sales cycle. To me, that’s what the cadence says. billion dollars.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

Gong.io

NOVEMBER 12, 2021

and cross your fingers that you sat in on the “right” calls. It’s not getting them to share their “top strategic priorities.”. The goal of prospecting is to sell the meeting. Instead, focus on selling the meeting. #2 Note: The 11-14 recommendation does not hold when selling into the C-Suite. Speaking of Gong Data.

Cold Call 118

Cold Call Objectives and Key Results Negotiate Cross-sell 118

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 75

Sell Territory Cross-sell Strategize 75

Highspot

MARCH 9, 2022

And most of us could list the benefits of working with a good sales leader — like the fact that their average annual quota attainment sits around 105% or that by offering dynamic training, they can boost their reps’ win rates by 28%. As a result, they approach their role as a people manager and strategic decision-maker differently.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

Hubspot

SEPTEMBER 12, 2018

But what is a sales pipeline and why is it so instrumental to selling success? If your forecast anticipates you’re going to miss your quota, you should double down on selling activities. If you sell a premium product, it might take several months to a year to build up a list of key contacts and accounts.

Pipeline 101

Pipeline Negotiate Sales Objectives and Key Results 101

Highspot

SEPTEMBER 30, 2020

Suddenly, your business has gone from a single salesperson to a team of hundreds, each of whom has a different approach to selling — and not all of them right for your business. Businesses use sales methodologies to codify their selling techniques and empower sellers to consistently achieve quota. Transactional Selling.

Cross-sell 85

Cross-sell Consult Sales Strategize 85