Highspot

MAY 26, 2025

For example, sales reps who skipped interactive role-plays in training struggled with objection handling. 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.

Objectives and Key Results 52

Objectives and Key Results Objection handling Quota Education 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. This scorecard or dashboard gives managers a view of all team members so they can see who is excelling and who is behind the curve on executing critical go-to-market initiatives.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Gong.io

OCTOBER 19, 2021

It helps you dominate the market by turning your team members into superstars and your go-to-market function into a revenue-generating beast. The Sales Enablement team watches two KIPs for every rep: how quickly they land their first sale and how fast they hit quota. Why is ramp time so critical for new reps?

Quota 164

Quota Sales Strategize Cross-sell 164

Highspot

JUNE 17, 2025

Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025. For example, an AI virtual assistant will learn your team’s objection-handling scripts and suggest talking points, like those tied to competitors’ offerings, to bring up on tough calls in which prospects push back.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52

Sales Hacker

JUNE 27, 2022

For example, if a rep has strong discovery and objection handling skills, they’re more likely to be successful than those who struggle in this area. Typically, companies define IRPs for their go-to-market (GTM) or customer-facing roles. How to leverage the IRP to create a team of quota crushers.

Objectives and Key Results 118

Objectives and Key Results Objection handling GTM Quota 118

Sales Hacker

FEBRUARY 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Joe DiMento is the Head of Go-To-Market & Industry Partnerships at Bain Capital Ventures. Previously, he was an operating partner at Fractal Software, helping launch vertical software companies and find product-market fit.

GTM 91

GTM Quota Drivers/motivators Sales 91

SalesLoft

JUNE 6, 2018

With anything from go-to-market strategies or new messaging, your team will be ready to dive right in. Now that you got the flywheel started, it’s important to keep that momentum going and this is where a cadence of weekly sales meetings will help your team. These meetings are often very laid-back with my manager.

Objection handling 52

Objection handling Sales Quota Drivers/motivators 52