A Sales Guy

AUGUST 28, 2017

You wouldn’t make quota unless you made the calls and set up the meetings. I created fields that helped me understand their buying motivations. I created fields to highlight the product or offering they were considering. Who’s involved in influencing the decision and what’s their motivation?

CRM 125

CRM Sell Cold Call E-commerce 125

SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Allow 70% of associates to meet or exceed quota. OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment.

Quota 52

Quota Intrinsic Commission Drivers/motivators 52

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%. They’re motivational and visionary. We’ve all had experiences with sales leadership.

Intrinsic 95

Intrinsic Technique Cross-sell Sales 95

A Sales Guy

FEBRUARY 6, 2017

I’m referring to your buyer’s motivation, what is behind your prospects or customers desire to spend the time and money to change their situation? None of the common answers I get offer the insight required to understand the intrinsic motivation of their buyer. Would they beat their competition in product roll out?

CRM 107

CRM Intrinsic Drivers/motivators Pipeline 107

A Sales Guy

JANUARY 18, 2018

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. They were excited about our product, etc. Unfortunately, deal reviews can be all over the place. The client loves us.

Intrinsic 130

Intrinsic Quota Sales Closing 130

Gong.io

JANUARY 13, 2020

I focus on the intrinsic characteristics. My responsibility is really sales motivated, and then partnership and alliances within the organizations. So you have to sell both the space and the product. You’re not selling a product, you’re solving a problem. Data Breakout—Build a Breakthrough Product and Business Model.

Intrinsic 62

Intrinsic Growth Territory Up-sell 62

SaaStr

AUGUST 27, 2019

This will include diving into the pros and cons of the various comp design models, including MBOs, detailed incentive structures and flat commission rate payouts, as well as the nuance between using comp design as a motivational factor but not as a substitute for good management. So let’s have our panelists flip their cards now.

Territory 51

Territory Contract Cross-sell Drivers/motivators 51

Outreach

FEBRUARY 11, 2022

How many times have you wished there was a killer speech or inspirational video you could share with your salespeople that would give them all the motivation they need to crush their monthly numbers? This approach engages and motivates more experienced or senior-level salespeople to guide their peers in the right direction.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Intrinsic Sales 52