Partners in Excellence

MAY 24, 2022

People “game” the system. The gaming process is the natural reaction of people to respond these rules, even if they, wittingly or unwittingly, drive behaviors counter to what management is trying to achieve. We typically see “gaming” of processes when management puts “rules” in place.

Gaming 76

Gaming Pipeline Quota Closing 76

Sales Hacker

FEBRUARY 1, 2022

The latest figures show that the majority of SDRs are missing quota , struggling. That we all know, especially since COVID that connect rates on the phone were down and email was being blown up and email responses and the efficacy of the channels to book meetings and those meetings to actually hold and convert to revenue is just declining.

Commission 90

Commission Quota Assembly Line Sales 90

Salesmate

NOVEMBER 9, 2020

You have attended many sales meetings in the past. You might have even had negative experiences where the meetings were uninteresting, long, and not at all motivating. Don’t be like those managers who walk into the meeting room, provide a series of updates, speak about their expectations, and walk out after two hours.

Meeting 105

Meeting Objectives and Key Results Sales CRM 105

Partners in Excellence

MARCH 12, 2020

Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you are paying attention. Ironically, the sales people became pretty good at meeting their activity goals. Our people will always “play the game.”

Gaming 96

Gaming Quota Clients Prospecting 96

Sales Hacker

MARCH 10, 2021

However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. A healthy sales organization should aim for about 60% of reps hitting their quota. If it shoots up to 80–85%, it’s time to re-evaluate quotas.

Quota 95

Quota Territory Profit margin Growth 95

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). Want to totally level up your sales prospecting game? makes you 40% less likely to book a meeting. So far, your sales prospecting game is on-point.

Technique 124

Technique Meeting Prospecting Cold Call 124

Iannarino

FEBRUARY 28, 2024

Every improvement in win rates improves your sales force’s ability to reach their goals and increase their quota attainment. No one has ever won a game by looking at the scoreboard. What percentage of your weekly sales meeting is devoted to non-sales content, or how are you managing effective sales meetings content?

B2B 189

B2B Objectives and Key Results Pipeline Sales 189

Gong.io

MARCH 19, 2020

However, unlike in-person demos, remote meetings offer fewer cues to determine whether your pitch is landing. A well-run 40 minute meeting can help you focus on high priority items. And you’ll be able to let the meeting run on for an extra 5 minutes in case you’re still wrapping things up when the call comes to an end.

Inside sales 153

Inside sales Quota Sales Strategize 153

Veloxy

JANUARY 19, 2022

Get ready to impress more buyers and get more meetings. They haven’t missed quota since I first called them. But, if they’re still stubborn or hesitant to commit to a meeting, here are a few other tips to get the evasive, “Yes!”: They haven’t missed quota since I first called them. Meeting booked! Risk eliminated.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Salesforce

SEPTEMBER 19, 2023

To a sales leader, growth is narrow: Hit quota. What does a chief revenue officer do? Here are the fundamental responsibilities of a CRO. Chief revenue officers carry an enormous weight: the pressure to grow. To a CRO, growth is broad and holistic: Open up new paths to revenue and build the machinery to get there. It’s 9 a.m.,

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Veloxy

JANUARY 20, 2023

On top of that, they want sellers to meet them “wherever” they are. That’s a lot of pressure to add on top of economic uncertainty and rising quota. How can a salesperson meet all of these standards while also enjoying what they do? What if the answer was this: Be more human.

Sell 246

Sell Quota Sales Cold Call 246

Sales Hacker

NOVEMBER 26, 2019

Break Through Mediocrity: Changing the Game for Long-Term Success. Sales is more than just a numbers game — it’s a mental game. Master the mental game and you can adapt to any sales environment, process, or buyer. Don’t miss this talk, and stay ahead of the game. Thursday, December 12: Winning the Game.

Gaming 105

Gaming Objectives and Key Results Sales Up-sell 105

Understanding the Sales Force

FEBRUARY 20, 2024

Some players focus on their own numbers but in a team sport that relies so much on individual performance, the overall emphasis is on winning games, winning series, and winning championships. Quotas, pricing, margins, forecasts, conversions, quotes, close rates, meetings booked, average sale and more.

Pitch 77

Pitch Sports Quota Price 77

SaaStr

FEBRUARY 19, 2024

Instead of rushing to hire a VP early in the startup phase, wait until you have established a repeatable sales process and witnessed success with initial sales reps hitting quota. Initiate a weekly meeting between the VP of Sales and the VP of Product to discuss the budget allocation for feature requests and prioritize it.

Quota 99

Quota Sales Gaming Meeting 99

Veloxy

NOVEMBER 30, 2023

In-person meetings create more space to read between the lines, interpret nuances, and establish bonds that last beyond a single transaction. Unlike inside sales, which rely on digital communication, field sales involve personal meetings, presentations, and relationship-building on the ground.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Salesmate

JUNE 19, 2020

While both play the blame game, the company suffers when the prospects take the exit door. Regular meetings need to be organized between sales and marketing to discuss opportunities in the pipeline. The post Is lead response time holding you from reaching your sales quotas? Here are some ways to improve your lead response time.

Quota 82

Quota CRM Pipeline Sales 82

A Sales Guy

MARCH 14, 2017

Stop getting upset when they cancel a meeting, don’t show up to a call or choose the competition. They have goals they’re trying to meet. Just because you’ve made quota a few times or even been on President’s Club your entire life, promotion to sales management has nothing to do with your ability to sell.

Gaming 101

Gaming CRM Promote Up-sell 101

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Much of the way sales quotas and goals are set is wrong. But is the answer throwing these out?

Quota 54

Quota Manufacturing Assembly Line Sales 54

Veloxy

MAY 25, 2021

If you’ve been in the sales game for any length of time, you know that sales equals rejection. Whether it’s cold-calling prospective clients or following up after a meeting, discipline moves the successful salesperson to get it done and get it done on time. Resilience. It’s not a matter of if, it’s a matter of when. Discipline.

Referrals 290

Referrals Quota Cold Call Contact 290

Veloxy

AUGUST 31, 2023

From long-lasting client relationships to face-to-face meetings , field reps can make all the difference in innovation by continually supporting customer needs. 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

PandaDoc

FEBRUARY 5, 2024

Measure the ROI of sales, marketing, and customer support Your CRM software is like a crossroads where sales, marketing, and customer support meet. Plus, you can make informed decisions about sales quotas, tailor your outreach tactics to what your audience likes — and gear them toward what works best for them.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

SaaStr

APRIL 7, 2024

Instead of rushing to hire a VP early in the startup phase, wait until you have established a repeatable sales process and witnessed success with initial sales reps hitting quota. Initiate a weekly meeting between the VP of Sales and the VP of Product to discuss the budget allocation for feature requests and prioritize it.

Sales 97

Sales Quota Closing Up-sell 97

Veloxy

SEPTEMBER 5, 2023

Collegiate basketball, baseball, hockey, and softball players all met or exceeded their quota on a consistent basis. Not only do data-driven sales tools help inside sales reps book more meetings and close more deals, but they also help satisfy customer needs. After two weeks and 500+ cold calls, they had only scheduled two meetings.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Sales Hacker

JUNE 11, 2018

In fact, nearly 60% of sales reps expect to miss their quotas this year. Average Quota Attainment. Here are the top five trends shaking up the sales world: 1) Rising customer expectations impede sales teams’ ability to meet targets. 1) Rising customer expectations impede sales teams’ ability to meet targets.

Gaming 59

Gaming Non-Profits Cross-sell Healthcare 59

Salesforce

FEBRUARY 16, 2024

I believe commissions are a game-changer. It’s one of the only roles where not meeting your quota will put you at risk of losing your job. Commission calculated on exceeding quota Combines a base salary with additional commission earned only on sales exceeding a set quota. 1 x $5,000) = $100,500.

Commission 104

Commission Territory Quota Drivers/motivators 104

Lead Fuze

OCTOBER 20, 2023

Where meeting targets feels more like crossing finish lines and less about ticking boxes. Stick around if you want learn how game-like elements can spice up your sales process, or discover ways on implementing these strategies effectively within your organization! It’s time to shake things up. Enter sales gamification.

Teamwork 52

Teamwork E-commerce Objectives and Key Results Gaming 52

Partners in Excellence

JANUARY 29, 2024

Let’s imagine we had a game show, a group of CROs and we are giving them the choice to select what’s behind Door # 1 or Door # 2. To attract interest in talking about the solutions, we now have to touch 1000-1500 people to get a meeting, up from 200-400 touches 5 years ago. Let’s play a thought experiment.

GTM 83

GTM Quota Presentation Up-sell 83

SalesLoft

MAY 14, 2024

For managers: Save time sifting through hundreds of recordings across your team Start coaching to opportunities that directly impact deal health and velocity For sellers: Identify decision-makers, and understand what they care about Prep and run effective meetings that move deals forward Build your confidence as you take more calls 2.

Conversion 52

Conversion Quota Meeting Up-sell 52

SBI

NOVEMBER 13, 2018

We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? And more importantly, those meetings led to a nearly five-fold increase in new opportunities added to the pipeline! This week I interview Lauren Mead , CMO of Timetrade. Lauren: They are.

Gaming 55

Gaming Appointment Meeting Territory 55

Veloxy

NOVEMBER 22, 2022

If you’re planning to replace your existing CRM system with Salesforce, or if you’re deploying Salesforce as the first CRM in company history, follow these steps: Hold a team meeting to gather thoughts and requests. Schedule one-on-one meetings to record more individualized thoughts and requests.

Non-Profits 264

Non-Profits CRM Contact Consult 264

Veloxy

JUNE 21, 2021

You can use these scripts, tips, and tricks to up your cold call game. If your focus is on meeting a quota or making the sale, you will likely come off as pushy and unfeeling. How well does that solution meet your reps’ needs? Veloxy offers products and services that will take your sales game to the next level.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Veloxy

OCTOBER 25, 2022

Some of these updates massively interrupted the field sales game. As I shared earlier, customers missed you and the face to face meetings. 72% of salespeople who actively use social media as a sales channel exceed their quota. You just walked out of an in-person meeting where you blew the socks off of your customer.

Territory 130

Territory Sales Gaming Up-sell 130

Veloxy

JUNE 23, 2021

Wrap touchpoints around meetings. The main one is to treat video sales meetings like in-person calls. Would you show up to a serious meeting in a t-shirt and baseball cap? Hubspot explains how to set up video for sales meetings. Without this basic understanding, helping them becomes a guessing game. Sound matters.

Sell 317

Sell Education CRM Up-sell 317

Sales Hacker

JUNE 5, 2020

Know what your end game is on this call. Are you reaching out to this person because you have a quota to hit? We all have quotas to hit, but is that your whole intent? So, one of the ways you can do that is to always schedule the next meeting on your current events. Looking forward to our meeting in a couple of weeks.

Gaming 68

Gaming Follow-up Start-ups Trust 68

Sales Hacker

MARCH 30, 2023

Quota attainment. What this actually means : The offer is a base salary of $80,500 with a variable bonus plan that is designed to pay you exactly $34,500 if you meet your sales quota At first glance, having a pay mix that is weighted more towards base salary may sound like a good thing. Variable OTE. Base salary versus bonus.

Quota 76

Quota Sales Promote Commission 76

SBI

MARCH 8, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Kick Off Call & Focused Virtual Meetings – SAVO has a kick off call to consult with the client’s core team. Quota Attainment – Reps using SAVO outperformed their peers by 70%.

Gaming 55

Gaming Strategize Government Cross-sell 55

A Sales Guy

FEBRUARY 13, 2012

Quota is hard enough to make as it is. Only 52% of sales people make quota. Doing these things will make for sure you don’t make quota. Skip key networking events because you never meet anyone anyway . How do you now you’re not going to meet anyone? Get out there meet people. Stop waiting.!

Quota 116

Quota Cold Call Territory CRM 116