SaaStr

MARCH 20, 2024

But it didn’t matter because of how they were deploying money then. You could even present it to the sales team as options one and two: We can continue hiring more salespeople and keep quotas the same. We can not hire more salespeople, increase quotas, and make more money. From a subjective standpoint, what does your gut say?

Quota 105

Quota Finance Drivers/motivators GTM 105

SaaStr

FEBRUARY 27, 2024

And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? What does this mean? In 2023 alone, Sapphire saw AE sales quota attainment drop in H2 to 60% from 90% in H2 2021. Under this GTM combo, assume an 85% quota attainment. Why has this decline happened?

Go To Market 92

Go To Market GTM Non-Profits Quota 92

Partners in Excellence

MAY 1, 2024

I asked, “With everyone hopping between all these meetings, how does anyone ever accomplish anything?” “It doesn’t matter, the important one’s will emerge…” I responded. We see declining results, whether it is people making quota, win rates, deal sizes, customer engagement.

Meeting 100

Meeting Quota Technology Technology 100

Partners in Excellence

JULY 6, 2023

This impression is reinforced by the imitative behaviors we constantly see in selling, focused on doing more of what we know doesn’t work, but doing it because that’s what everyone does. We know we need to achieve our quotas, yet year after year, we have fewer sales people (as a percentage) making quota.

Sales 85

Sales Quota Pitch Start-ups 85

Gong.io

OCTOBER 19, 2021

Wondering how it does that? How does revenue operations drive growth? The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. Every day, week, or month a new rep doesn’t hit their quota, your team loses revenue.

Quota 164

Quota Sales Strategize Objection handling 164

Salesforce

APRIL 25, 2023

The sales pipeline should be three times the annual quota.” Filling the pipeline with 3x quota wasn’t working, and we didn’t know how else to figure out coverage. Get started What is pipeline coverage and why does it matter? Getting this prediction right matters for everyone on the team. By now, it’s set in stone.

Pipeline 52

Pipeline Quota Objection handling CRM 52

Partners in Excellence

FEBRUARY 6, 2020

He later extended the argument to include being accountable for achieving a quota compromised the ability of the sales person to be trusted. So the focus on self interest, the drive for money or quota attainment can create these behaviors and destroy the concept of sales people as trusted advisors.

Commission 105

Commission Quota Trust Promote 105

Partners in Excellence

APRIL 5, 2024

It was my move to the software industry with Dun & Bradstreet Software in 1991 which first introduced me to carrying a quota – at that time for Services into new and installed base accounts. By the way, one comment: a career in Sales does not necessarily mean the need to progress into Sales Management. The two are very different.

Sell 105

Sell Territory Consult Contract 105

SaaStr

JANUARY 11, 2021

We’ve talked in the past about the 48 Different Types of VP Sales , What a VP Sales Really Does , and even given you a Script to Use When Interviewing a VP Sales. And beyond the pure cost, there’s another very sensible reason you might want your VP Sales to start as a Player-Coach and carry a quota for a little while.

Quota 85

Quota Sales Closing Trust 85

Partners in Excellence

JULY 21, 2020

We measure ourselves based on quota attainment. Related Posts: "Playing The Game," Measuring The Right Things,… Does Quota Matter? We are focused on hitting our numbers–our performance, often our compensation is based on whether we are hitting our numbers. And through that, we achieve ours.

Customers 105

Customers Quota Gaming Conversion 105

Sales Hacker

SEPTEMBER 27, 2022

Sam Jacobs : There are folks out there that might not have heard of Varicent and so, in your words, what does the company do? Sales forecasts, territory design, quota management, and incentive compensation. How does it all fit together? Scott Barton : There’s no silver bullet and one size does not fit all.

Quota 80

Quota Growth Commission Territory 80

SaaStr

NOVEMBER 2, 2023

Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. 50% of what a VP of Sales really does is recruiting. No matter how well they can talk the talk. #4. One that says it doesn’t matter, that it’s all process? Ask who those 2-3 are.

Process 94

Process Sales Up-sell Quota 94

PandaDoc

APRIL 3, 2023

Your average deal size (ADS) in this case is: Then you can compare this data with either the total contract value (TCV) or lifetime value (LTV), depending on how you operate your quota structure, sales cycle, and other variables. Why it matters: With this in mind, it will help you estimate the difficulty of getting new customers.

Pipeline 98

Pipeline Legal Quota Sales 98

Gong.io

OCTOBER 27, 2021

Everything your sales ops team does is in the name of making the sales process as smooth and efficient as possible (that’s goal #1) , so reps can excel and win more often (that’s goal #2). Why it matters : A low close rate can indicate several problems, and some come down to your sales process (like qualification criteria).

Quota 62

Quota Pipeline Sales Contract 62

SaaStr

AUGUST 17, 2022

A successful, growing business depends as much on its metrics as it does on its people. It doesn’t matter what metric you use, but look at your deals every month and decide whether they were good or bad. If you don’t meet your quota, find out why. For Bill, accelerating growth requires three things: Monthly quotas.

Growth 81

Growth Quota B2C Negotiate 81

Veloxy

MARCH 28, 2022

Meet quota goals. How does that fit with what your sales force is trying to do? And no matter which path you take, start a free trial of Veloxy for 30 days. Facilitate and establish trust and rapport with the customer. Nurture potential leads with the goal of converting into a sale. Close deals. Report relevant sales data.

Outside Sales 217

Outside Sales Inside sales Cold Call Sales 217

Partners in Excellence

AUGUST 3, 2020

We are used to setting quotas and measuring our progress against those quotas. And they are trailing metrics, so does measuring orders and revenue really help us in managing the business and achieving our goals? Related Posts: Does Quota Matter? But our measurement systems are getting increasingly complex.

Pipeline 145

Pipeline Quota Sales Negotiate 145

Salesforce

SEPTEMBER 19, 2023

Why does a revenue intelligence system matter? How does revenue intelligence actually work? Why does revenue intelligence matter? Get articles selected just for you, in your inbox Sign up now How does revenue intelligence actually work? Coach your teams to win Most leaders are focused on quota attainment.

Pipeline 59

Pipeline Cross-sell Finance Electricity 59

Highspot

JANUARY 31, 2020

Percentage of sales reps attaining 100% quota. Time to quota attainment. Why It Matters. Why It Matters. Interview reps and see where deals stall out or why they’re struggling to meet quota. Why It Matters. Customer Acquisition Cost (CAC). Average Lifetime Value (LTV). Time spent creating content.

Growth 98

Growth Quota Sales Contract 98

InsightSquared

APRIL 1, 2019

I don’t mean when we stop paying them a ramped quota plan. How long does it take to make your reps fully productive? How long does it take them to hit their first full quota attainment? Before you use the time to hit their first full quota attainment, check what percentage of them hit their second full quota attainment.

Quota 99

Quota Pipeline Territory Follow-up 99

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Am I hiring someone who hasn’t had the top job but has had quota responsibility at a larger company? What does that mean?

Go To Market 96

Go To Market GTM Cross-sell Growth 96

SaaStr

NOVEMBER 8, 2023

What are the things that matter to you the most? You have to lead the team, live up to the values, hit quotas and targets, and make money. What does that look like practically? Your average sales quota is $1M. Someone who works for you and does so much for you should be treated well. Or are the most critical?

X-functional 98

X-functional Contract Growth Quota 98

SaaStr

JULY 11, 2023

What are common pitfalls to avoid, and how can teams maximize efficiency and meet quota? No matter where you are in the life of your company, you need to keep the big problem you are solving for your customer as your North Star. Does it hurt enough for buyers to switch to a new solution? Sign up for free.

Objectives and Key Results 68

Objectives and Key Results E-commerce Quota Sales 68

Search Engine Land

NOVEMBER 15, 2023

However, that does nothing to help an audience thirsty for information. Through a less-is-more strategy, we focused the Army on the content that matters to their prospects and created a recruiting website that performs beyond all expectations. The word count does not affect the ranking.

Niche 111

Niche Clients Engineering Quota 111

Highspot

JANUARY 5, 2024

No matter your industry, you feel the economic pressure to do more with fewer resources. Truly productive sales teams have more sellers attaining quota, greater agility to adapt to internal and external change, and are driving outperformance in any economic conditions.

Product 52

Product Strategic partnership Sales Customer Relationship Management 52

SaaStr

APRIL 7, 2020

Maybe at a different one, at a different time, or stage, or subject matter they might be successful. But a great VP of Sales never does, at least not more than once or twice. More time does not cure sales woes. An (often big) drop in quota attainment. Quota attainment should go up when you hire a great VP of Sales.

Quota 111

Quota Gaming Sales Start-ups 111

Partners in Excellence

NOVEMBER 14, 2019

Does Quota Matter? Every organization I meet has a whole alphabet soup of metrics. We have to get into the metrics to understand what they mean, what were the things that contributed to them being good or bad? What actions do we need to take to improve performance? Related Posts: Metric Fixation Stopping Our Metrics Obsession!

SQL 92

SQL Quota Appointment Pipeline 92

PandaDoc

APRIL 26, 2023

How does the commission structure work? Selling is arguably a line of work where personal attachment matters the most. As a team, they generated $120k, exceeding the established quota of $100k. The bottom line is to make it work effectively, and you need to figure out the right mix of salary, commission, and quotas.

Commission 52

Commission Territory Quota Legal 52

Gong.io

DECEMBER 14, 2022

A sales objective is not the same as a quota (although some quotas can also be sales objectives). Quotas are sales targets for reps, while sales objectives can be much broader. . For example, sales reps might have a quota to book 10 meetings every week. In some cases, sales-focused objectives are similar to quotas.

Objectives and Key Results 62

Objectives and Key Results Quota Profit margin Cold Call 62

Salesmate

SEPTEMBER 18, 2020

Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. Ronald Reagan once said, “The greatest leader is not necessarily the one who does great things. There a lot to learn about quota setting, measuring what matters, and acceleration technologies.

Quota 116

Quota Teamwork Sales CRM 116

Veloxy

SEPTEMBER 4, 2023

Whether the number they have is correct or not doesn’t really matter. It’s the urgency to get a hold of you that matters the most. As a matter of fact, we help EVERY client achieve [BROADER GOAL]. As a matter of fact, we help EVERY client achieve Salesforce ROI, adoption and automation. How to use this template?

Cold Call 130

Cold Call B2B Campaign Clients 130

Gong.io

DECEMBER 30, 2022

Then it’s a matter of asking the right sales qualifying questions to identify the right buyers. It often takes just as much time and effort to close a $10,000 deal as it does a $15,000 deal, so why not aim higher? Improve quota attainment rate. Generate more qualified leads. Successful lead generation is key to making sales.

Quota 62

Quota Cold Call Sales Profit margin 62

SaaStr

JANUARY 8, 2020

Culture matters. Growth matters. Mission matters. They all matter. But to a true sales professional, a successful one, really only two things truly matter at the end of the day to motivate them: They need to see the top reps making real money. strong quota attainment + revenue per lead). That’s a lot.

Drivers/motivators 72

Drivers/motivators Quota Growth Promote 72

Hubspot

APRIL 1, 2024

It won’t matter who they work for or what industry they’re in. Salespeople said inbound lead flow was worse than it was a year before at every one of these companies And directly or indirectly related, quota attainment rates were down year-over-year , as well. What It Means for Sales Reps So, what exactly does that mean for you?

Cross-sell 57

Cross-sell CRM Referrals Up-sell 57

SaaStr

JUNE 26, 2019

It’s simplest probably to tie the commission payments to the quotas. If reps have monthly quotas, pay them monthly. If they have quarterly quotas, pay them quarterly. you’ll end up likely with both a fair amount of complexity in sales commissions and likely quarterly quotas. . move to quarterly once they are at scale.

Commission 61

Commission Quota Contact Sales 61

SaaStr

MAY 14, 2021

No matter how well you are doing post-Initial Traction in SaaS … you can almost always do at least 10-15% better. But once you finally get that engine going, it does get easier. Put your Customer Success Team on an upsell quota — with variable comp. Pretty much almost always. I’m not saying it’s easy.

Quota 111

Quota Growth Engineering Closing 111

Search Engine Land

OCTOBER 13, 2023

But what is RGSP, why does the DOJ think it’s problematic for ad auctions and how exactly does it impact Google’s ad revenue? How does Google pick an ad auction winner? How does Ad Rank work? What is RGSP and how does it affect auctions? Does RGSP increase Google’s revenue?

Price 116

Price CTR Click Through Rate Campaign 116