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

Salesforce

JUNE 14, 2023

And that’s a very good thing for reps looking to beat quota. Time to beat that quota Whether you’re a beginning seller or a seasoned professional, these are some of the best sales tactics to level up your sales game. Use them to help you build your relationships, close more, and ultimately, beat your sales targets.

Gaming 95

Gaming Cross-sell Referrals CRM 95

SBI

APRIL 26, 2018

We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization? In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. This week I interview Clive Armitage , CEO of Agent3.

Quota 55

Quota Gaming Pipeline Appointment 55

Sales Hacker

FEBRUARY 1, 2022

The latest figures show that the majority of SDRs are missing quota , struggling. We’re either going to try to coach you and remediate the solution, or we’re going to try to find you a fit elsewhere but we’re not going to play games with your compensation. Get rid of quotas and get rid of commissions.

Commission 90

Commission Quota Assembly Line Sales 90

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

MARCH 29, 2018

Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.

Quota 85

Quota Pipeline Drivers/motivators Gaming 85

Women Sales Pros

AUGUST 24, 2018

I’ve always looked at sales as a mind game because there is so much planning and strategy involved. And that’s why sales, like golf, is a mind game that you need to master. I told her that golf is a thinking game – a game of strategy, not power. The Mind Game of Sales. One could even say sales is a lot like golf.

Gaming 104

Gaming Strategize Quota Sales 104

Tibor Shanto

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends. This may also explain why nearly half of B2B sellers fail to deliver quota. (And

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Partners in Excellence

MARCH 12, 2020

As my client started diving into the “numbers” and understanding what was happening, he discovered the sales people were playing the game–but not focusing on why the were doing these things or what outcomes they were producing in their activities. More people were hitting their numbers and achieving quota.

Gaming 96

Gaming Quota Clients Prospecting 96

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. Lead Response Time In the high-stakes game of sales, timing is everything. We will examine each of these metrics more closely. Easy, isn’t it?

Product 130

Product Quota Objectives and Key Results CRM 130

A Sales Guy

FEBRUARY 20, 2014

What is the true secret to killing quota? The most valuable part of success and crushing quota is in the monitoring. When we set out to attain quota, we have an idea of what it will take and how we will get it done. It’s all too easy to say your gonna make quota. At least we’d better. We start to execute.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121

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

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.

Gaming 59

Gaming Cross-sell Price Customer Relationship Management 59

Gong.io

MARCH 19, 2020

We know inside sales is a different game. . The post How to Turn a Field Sales Rep Into an Inside Sales Rep (And Still Make Quota) appeared first on Gong. Scheduling: Calendly. eSignatures: DocuSign. Call analysis and stats: Gong (but you already knew that…). Industry Secrets from Elite Inside Sellers. Even for seasoned field reps.

Inside sales 153

Inside sales Quota Sales Strategize 153

A Sales Guy

JULY 10, 2012

I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan it’s never about minimum requirements (quotas), that’s appropriate only if you’re paid a wage, commission sales are limitless/ cont. ” if there is no quota?

Quota 112

Quota Commission Drivers/motivators Sales 112

Women Sales Pros

OCTOBER 25, 2019

It has become a game that we play, and the youngest is getting pretty good at it! We even turned it into a New Year’s Eve drinking game. Website: [link] Email: e@carolemahoney.com The post Learn to listen and ask questions like a natural with this game. If you answer with a period, you have to take a shot.

Gaming 96

Gaming Quota Start-ups Trust 96

Gong.io

MARCH 29, 2018

Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent. However, finding the right sales quotas for your team is more than just mandating an ambitious number that keeps your team motivated.

Quota 48

Quota Pipeline Drivers/motivators Gaming 48

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. This is a difficult question to answer if sales effectiveness isn’t already top of mind. The better your team, the better your results.

B2B 189

B2B Objectives and Key Results Pipeline Sales 189

Salesmate

JUNE 19, 2020

While both play the blame game, the company suffers when the prospects take the exit door. The post Is lead response time holding you from reaching your sales quotas? Here are some ways to improve your lead response time. Align sales and marketing. Try Salesmate Now! appeared first on Salesmate.

Quota 82

Quota CRM Pipeline Sales 82

Veloxy

JULY 14, 2023

It’s about finding the optimal path that seamlessly integrates with your sales strategy, empowering you to exceed quotas and surpass customer expectations. While tools like Google Maps and Waze offer multiple stop options, they lack the essential features that truly elevate your sales game. Curiosity Strikes? Try 'em Out!

Territory 130

Territory Gaming Drivers/motivators Gambling 130

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

A Sales Guy

AUGUST 31, 2015

The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. As if you didn’t already know, social selling makes a difference in sales. If social selling works, you don’t want to miss this killer social selling event.

Up-sell 116

Up-sell Gaming Sell Quota 116

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? There are three problems associated with eliminating quotas and commissions …. These same salespeople are quota and commission driven even if they do have a base salary.

Commission 48

Commission Quota Repeat business Referrals 48

Tibor Shanto

JANUARY 25, 2022

There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. They have skin in the game. Which means companies also have to put skin in the game. The driving question being how do I take a territory from a 20% margin base, to 25%? Margin Of Error. Reskill as much as you retool.

Commission 157

Commission Territory Negotiate Quota 157

PandaDoc

FEBRUARY 5, 2024

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. The post Supercharging your business: How the right CRM can up level your sales and customer experience game appeared first on Blog.

CRM 52

CRM Gaming Contract Objectives and Key Results 52

A Sales Guy

MARCH 14, 2017

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. You’ve never missed quota. Rule 11: Elevate your game. Elevate your communication game. It’s time we step up our game.

Gaming 101

Gaming CRM Promote Up-sell 101

Tibor Shanto

FEBRUARY 1, 2022

This led to the obvious question, given everything what is happening, why are 40% plus of B2B reps missing quota. Unlike many pundits who will cop out and talk about bad quotas and such. As a complete aside, isn’t it interesting that people who say sales is not a numbers game, love being data driven? Mindset.

Quota 157

Quota Gaming B2B Growth 157

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

Veloxy

MAY 25, 2021

If you’ve been in the sales game for any length of time, you know that sales equals rejection. Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before! Resilience. It’s not a matter of if, it’s a matter of when. Try Veloxy.

Referrals 290

Referrals Quota Cold Call Contact 290

Tibor Shanto

DECEMBER 14, 2021

Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. As a rule, it is always better to play the long game. By Tibor Shanto. So, what’s left to do? The Longshot.

Technique 157

Technique Quota Pipeline Prospecting 157

Sandler Training

MARCH 14, 2019

The days of betting everything on your quarterly quota are over. If you've been hanging out here on the Sandler Blog for any amount of time, you may have already heard that a whopping 57% of salespeople don't expect to hit quota this year. And if recent research is anything to go by, that might not actually be a bad thing.

Gaming 68

Gaming Quota Sales Process 68

Veloxy

JANUARY 19, 2022

They haven’t missed quota since I first called them. They haven’t missed quota since I first called them. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Risk eliminated. Meeting booked!

Cold Call 358

Cold Call Territory Quota Up-sell 358

SaaStr

FEBRUARY 8, 2024

After 10 reps or so, it often becomes a bodies / numbers game on some level. You do need “quota capacity” as you scale. But at least until then, you’re better off with 5 reps that can hit and exceed quota than 10 reps where half or more are struggling.

Quota 84

Quota Sales Closing Gaming 84

A Sales Guy

MARCH 4, 2015

Get on the content path, it’s a game changer. It doesn’t get any better when you can provoke or push your prospects to think differently. Content is absolutely the way to make to become a badass sales person. Props to Kapost and Salesforce.com. Sales Advice The Chase Web 2.0/Social

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Quota Networking Represent Sales 131

Veloxy

MAY 25, 2021

Which seems to keep their sales beaks wet and on top of their game every day. . You could offer tickets to a big game, front row seats to a cool concert, or even a romantic dinner for two as entertainment-based rewards. Check out these and more game incentives. . I mean, c’mon, you’ve seen all the movies right?

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Sales Hacker

JUNE 11, 2018

In fact, nearly 60% of sales reps expect to miss their quotas this year. Average Quota Attainment. What can sales leaders, reps, account executives, and support managers do amid this new wave of challenges and still win their game? How should smart professionals turn the next wave of growth pains into profit? Top Sales Metrics.

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