Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. As a leader, your job is to motivate your teams, hold them accountable, ensure they’re performing at their absolute peak, and ultimately drive revenue. It can also be the hardest. I’ve been through plenty of year-ends as an AE.

Quota 216

Quota Pipeline Drivers/motivators Negotiate 216

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Relying upon seller opinions when grading pipeline health.

Meeting 66

Meeting Pipeline Quota Sales 66

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. Once theyve got a potential client on the hook, the rep has motivation to find the answers.

Cold Call 74

Cold Call Commission Appointment Pipeline 74

SaaStr

MARCH 5, 2025

Compensation & Performance Metrics Fuel a Culture of Winning: Codium structured its compensation and quota models to create immediate success. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year. Key Growth Drivers 1.

Territory 71

Territory Drivers/motivators Quota Pipeline 71

Veloxy

DECEMBER 9, 2024

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. For instance, if lead conversion is a priority, customize dashboards to provide real-time visibility into pipeline stages and conversion metrics. Incentivize Field Sales Software Adoption People respond to incentives.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. Pipeline coverage and efficiency metrics become key indicators of success, ensuring that marketing aligns with sales and revenue goals. Sound familiar?

GTM 102

GTM Product Strategize Drivers/motivators 102

Understanding the Sales Force

MAY 30, 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. Thats only a 7% difference from the group that doesnt hit quota.

Quota 71

Quota Drivers/motivators Sales Up-sell 71

Partners in Excellence

SEPTEMBER 27, 2018

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. That becomes a goal, which is sometimes called a “quota.”

Quota 91

Quota Pipeline Drivers/motivators Growth 91

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

SEPTEMBER 3, 2021

Second, set sane quotas — and make sure most reps are hitting quota. Few things are more demoralizing when no one is hitting quota. This doesn’t mean lowering quotas (at least, not too much). It does mean setting sane quotas, and having fun when folks exceed them. And Not Buying a Panerai Watch.).

Drivers/motivators 117

Drivers/motivators Quota Closing Pipeline 117

Gong.io

MAY 3, 2021

2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. Gong for Deal Execution brings together every interaction across your deals in a single view so sales teams can quickly understand pipeline health and stop sales from going south. No more opinions.

Pipeline 118

Pipeline Drivers/motivators CRM Sales 118

Hubspot

AUGUST 31, 2020

Did you know that 69% of B2B salespeople feel they don’t not have enough opportunities in their pipeline to meet sales quota? This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. Three Reasons Reps Don’t Make Quota.

Quota 99

Quota Objectives and Key Results Pipeline Cold Call 99

Gong.io

MARCH 30, 2018

You’ve established your sales process and you have a structure in place to help your team achieve quota attainment. One of the first signs of a sales process that works is the number warm leads entering your pipeline. At the end of the day, a good sales process will drive opportunities through the pipeline faster.

Quota 88

Quota Cold Call Pipeline Follow-up 88

Engage Selling

AUGUST 30, 2018

Generally, the first thing I’ll do is look at their pipeline. The number one reason that sales stay stagnant is due to anemic pipelines. I get called in a lot when organizations are struggling to hit their sales targets. Let’s face … Read More »

Pipeline 25

Pipeline Sales Clients Closing 25

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. From there, create a lead generation strategy and build a sales pipeline. Therefore, you need to keep your sales teams engaged and motivated.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. 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.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Sales Hacker

APRIL 11, 2019

Clearly, new strategies alone aren’t enough to motivate a sales team. According to behavioral intelligence (BQ), it’s all about how you motivate your team. You see, BQ has found that motivation is a trigger for thoughts… which cause feelings… which yield action. Sure, these are all key motivators for your sales reps.

Extrinsic 102

Extrinsic Drivers/motivators Intrinsic Commission 102

Veloxy

JUNE 23, 2021

How to Empower, Develop, and Motivate Your Inside Sales Team. However, those leads are typically not enough to keep the pipeline full. How to Empower, Develop and Motivate your Inside Sales Team. Motivate with Performance Metrics. Guide to Building an Inside Sales Team. Causes of a Low-Performing Inside Sales Team.

Inside sales 232

Inside sales CRM Sales Pipeline 232

Closing Bigger

FEBRUARY 10, 2025

They meet quotas, but they dont innovate or push boundaries. Many top salespeople excel because they are self-motivated, competitive, and independent qualities that dont always translate into being great managers. Proactive leaders: Build a talent pipeline before they need it. The reality?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Sales Gravy

FEBRUARY 2, 2025

But as time goes by and sticking with new habits gets more challenging, its easy to forget what motivated us to make the changes in the first place. Visualize what it was that motivated you. You Were Average You hit quota or did okay, but you know youre capable of much higher performance. Its just human nature.

Quota 54

Quota Drivers/motivators Sales Pipeline 54

PandaDoc

JUNE 16, 2025

.” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. For employers, it’s a tool for motivating teams and projecting costs. OTE helps set clear expectations for performance and pay. For sales reps, it’s a benchmark.

Commission 52

Commission Quota Represent Sales 52

Salesforce

APRIL 7, 2022

When it comes to closing a deal, it pays to look at your pipeline as half empty. Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You may be having the best quarter of your career, on pace to crush your quota and close some big deals. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

Women Sales Pros

MAY 3, 2019

You set a bright, shiny optimistic goal, thinking that this year you really can exceed your quota by 20%, or earn 15% more than last year. Your pipeline is going stale. Monitor your pipeline. I look at my pipeline every day. I get nervous if it’s low and that motivates me. Prospects are too busy to take your calls.

Referrals 130

Referrals Appointment Quota Pipeline 130

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Truck drivers would pull up to a truck stop, go inside, get a cup of coffee and come back out.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Highspot

MAY 26, 2025

For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota. Quota attainment: By linking training and content to sales outcomes, sales enablement analytics show what works. For example, sales reps with access to high-engagement content and onboarding hit quota 30% more often.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 52

Partners in Excellence

OCTOBER 11, 2023

91% of organizations failed to hit goal, yet only 31% of them felt the quotas were unrealistic. When we do pipeline reviews, we look at the number of net new customers that are added to the pipeline, coaching people on how to hit their goals. They are a huge challenge. 78% find their comp plans difficult to understand.

Objectives and Key Results 145

Objectives and Key Results Pipeline Finance Quota 145

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. Tracking these metrics can provide valuable insights into your sales operations and help you identify areas that need improvement in your sales pipeline.

Product 130

Product Quota Objectives and Key Results CRM 130

Sales Hacker

FEBRUARY 3, 2025

If demand gen slows, conversion rates drop, or outbound outreach hits a wall, these bets ensure we have new growth drivers ready. A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens. “If you lose a top performer, their quota still needs to be met.

GTM 66

GTM Objectives and Key Results Quota Real Estate 66

RingDNA

MARCH 31, 2025

According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles. Sales ops teams are leveraging AI to: Predict pipeline health and revenue trends with greater accuracy. Pipeline velocity and average deal cycle length.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

Salesforce

NOVEMBER 14, 2024

Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. If your team regularly crushes their team and individual quotas, that’s a sure sign it’s time to increase sales quotas.

Growth 52

Growth Quota Territory E-commerce 52

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Highspot

APRIL 1, 2025

Offering specific feedback ensures sales reps stay motivated. Team Management Managing team members while juggling an already overburdened pipeline can negatively impact even great sales managers , especially if some sales reps work remotely. How do you distribute workloads fairly and still motivate team members?

Objectives and Key Results 52

Objectives and Key Results Sell Objection handling Negotiate 52

Highspot

MARCH 6, 2025

Thats the difference between a sales team just getting by and one crushing quotas. Conducting sales performance reviews flips the script, offering clarity, coaching, and motivation. Praise improves employee engagement and keeps them motivated. They feel unsupported, undervalued, or constantly chase impossible targets.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Sales 52

Highspot

OCTOBER 29, 2024

In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching. Everyone has different learning styles, is at different stages in their career, and even different motivations. Book a demo today !

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. Why Sales Comp Planning is Key to Rep Retention. Embrace accelerators.

Commission 98

Commission Product Quota Drivers/motivators 98

Hubspot

JANUARY 7, 2019

While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price goes up. Does the rep struggle to fill their pipeline and make sales? Maybe they're a new rep who's close to hitting their quota but is just shy each month.

Objectives and Key Results 101

Objectives and Key Results Quota Drivers/motivators Negotiate 101