Sales Gravy

MARCH 18, 2025

Once theyve got a potential client on the hook, the rep has motivation to find the answers. Improved Onboarding Speed Companies that mix early pipeline-building with supported team selling often see new hires reach quota faster sometimes shaving weeks or months off the usual ramp-up. And yes, theres a risk of mis-steps.

Cold Call

Sales Gravy

MARCH 30, 2025

You Hit Quota You on track and right where you are supposed to be against your number You are in trouble You missed your number, are behind quota, and are feeling the pressure. It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. Quota isnt easy to achieve.

Quota

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. Why are revenue targets so hard to hit? Current pipeline.

Meeting

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. Scaling has become complex, with rising targets and an unclear ideal customer profile. Sound familiar?

GTM

Veloxy

DECEMBER 9, 2024

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. Celebrate Outside Sales Success Stories Recognition is a powerful motivator. Do you want to hit your next quarter’s sales quota with utmost confidence?

Objectives and Key Results

SaaStr

AUGUST 5, 2025

A good SDR compensation structure should be simple, motivating, and aligned with your business goals. This timeframe is long enough to smooth out fluctuations but short enough to keep SDRs motivated. Accelerators for Overperformance: The Best Will Care Include accelerators for exceeding quota. Here’s how I’d structure it: 1.

SQL

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

Hubspot

SEPTEMBER 6, 2024

To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. Armed with the right solutions, you can increase efficacy, improve efficiency, and exceed your quota — and yes, enjoy those commission accelerators, too. 5 Ways to Use AI to Close More Sales 1.

Closing

Sales Gravy

MARCH 13, 2025

P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. Fear of loss is a powerful motivator. They couldnt make quota. P - Problem & Pain An eventual Yes stems from painpain from stalled business, lost revenue, or missed quotas. They couldnt make quota.

Quota

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

SaaStr

MAY 2, 2025

This was particularly motivating for Benioff, seeing how rapidly customers can deploy high-value AI implementations in relatively short timeframes. Meeting Customers Is Still The Ultimate Motivator Marc is still always meeting customers. And this is just the beginning of Lennar’s agent-first transformation.

Strategize

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.

Quota

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

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

SaaStr

AUGUST 9, 2025

A good AE (Account Executive) is someone who can consistently close deals, hit quota, and build strong relationships with customers. They’re self-motivated and thrive in a competitive environment. Dear SaaStr: What Makes for a Great AE? The 9 Qualities of a Great Sales Rep But at the core, a great AE has a few standout traits: 1.

Quota

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

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. They meet quotas, but they dont innovate or push boundaries. The reality?

Objectives and Key Results

Highspot

APRIL 1, 2025

Offering specific feedback ensures sales reps stay motivated. How do you distribute workloads fairly and still motivate team members? Retaining top talent reduces hiring costs and preserves proprietary knowledge, which is a significant ROI driver. How do you help them adapt without crushing their drive?

Objectives and Key Results

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. Get the Free Guide What Is Empathy in Sales? Empathy in sales isn’t just about being nice or agreeable.

Cross-sell

Hubspot

JANUARY 14, 2025

Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. Chances are, youre now thinking: How do I draw in these top performers and keep them motivated? So, once again, sales champions should not be solely seen as deal-closers (Ill die on this hill).

Negotiate

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

Hubspot

MAY 26, 2025

I was just a kid with a phone, a quota, and crippling self doubt. When it comes to motivations, I recommend that reps keep track of all their wins. I can get out of flight-or-fight and worrying about my quota all of the time. No one would expect me to go into sales, a field thats all about forging new relationships.

Cold Call

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. Get the Free Guide What Is Empathy in Sales? Empathy in sales isn’t just about being nice or agreeable.

Cross-sell

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

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

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. Resilient reps bounce back quickly, maintaining motivation and energy. Resilience Sales can be demanding, with frequent rejections or setbacks.

Objectives and Key Results

Understanding the Sales Force

JANUARY 3, 2025

Check it out if you’re not familiar with it because it is a blueprint for quota-busting sales success. They lack the expectations, motivation, commitment, and discipline, to become as successful as they could. Last January, my first article included the introduction of my new Sales Grid. Then watch this short video.

Sales

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. Why Data Governance is a Revenue Driver Without clean, reliable data, even the most advanced sales strategies will fail.

Government

Salesforce

NOVEMBER 8, 2024

Nearly three in five employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers.

Commission

Understanding the Sales Force

JULY 28, 2025

Motivation. 21% of salespeople aren’t Motivated to do more, with many of them limited by what they can earn due to compensation plans that do not properly incentivize salespeople. Between 58-82% of salespeople fail to meet quota, most suffering no consequences. That’s not very strong commitment! Complacency.

Commission

Hubspot

JULY 22, 2024

Little tasks like scheduling meetings, leaving voicemails, and sending follow-up emails might only take a few seconds to do, but when you multiply that by your daily quota, you’ll see hours per week spent on administrative tasks. I’ve found that sales automation software is a sales rep‘s best friend.

Cold Call

Partners in Excellence

DECEMBER 2, 2024

Self-motivated: They are more driven by their own goals than the external rewards. Often, quota, is something they pass, seeking to achieve the goals they have established for themselves. They focus on the outcomes their organizations create, not just the activities the team executes.

High impact

Sales Hacker

AUGUST 11, 2025

So to have that as our primary motivator was huge. Stevie Case:  18:30 Things like we created a competitive takeout squad and they weren’t on quotas, they were just on a takeout target. Stevie Case:   22:12 So for the first time we had folks come on and like miss quota, and that was rough. It’s a revenue blocker.

GTM

Understanding the Sales Force

FEBRUARY 1, 2025

If you are driving in your car, looking at your phone, fiddling with your radio, looking at people on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen.

Drivers/motivators

Sales Gravy

FEBRUARY 25, 2025

If youre on the road for field sales, use that dead time to sharpen your skills or motivation. Read (or Listen) Your Way Out of the Slump When you cant rely on external circumstances (like sunny weather or a jam-packed pipeline) to motivate you, its time to feed your mind intentionally.

Territory

SaaStr

JULY 9, 2025

The Evidence: Owner sees 3-4x productivity gains, but only from AI-native reps At Windsurf, 7 out of 10 seasoned reps quickly shot over their annual quota , with one rep closing $1.6 It’s making great salespeople unstoppable while leaving everyone else behind.

Technical Sales

Martech

FEBRUARY 7, 2025

The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP. Dig deeper: How to find your next, best customers with ABM Put your best athletes in the drivers seat B2B is personal it always has been and always will be. Back it up with a human touch. Its the only way to build real trust.

B2B