SaaStr

NOVEMBER 1, 2023

GTM Model #2: Budget, Quota, Goal At all times, you have three different numbers — budget, quota, and goal. Quota — What you point your team toward and roll up all individual numbers to. All they need are the quota and goal numbers. It’s hard to get quota right. The six GTM models Divvy used going from 0 to a $2.5B

Go To Market 108

Go To Market GTM Quota Up-sell 108

SaaStr

FEBRUARY 20, 2024

In a recent Workshop Wednesday, Tolithia Kornweibel, CRO, and Jamie Edwards, Head of Go-to-Market Operations and Tools, share how Gusto maximizes revenue so that you can do the same. The post High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of Go-to-Market appeared first on SaaStr.

Go To Market 109

Go To Market Territory Technique A/B testing 109

SaaStr

JULY 5, 2023

Let’s find out the go-to-market models Divvy used to go from zero to a $2.5B A simple change in how you measure success means: More alignment in the funnel Everyone can go a little faster. If you take losses, you’re going to get more losses. The budget, quota, goal framework helps you to manage this balancing act.

Go To Market 98

Go To Market GTM Quota Up-sell 98

SaaStr

APRIL 30, 2024

Take on less and go deeper with it to have more success. The way we build financial models, the cell for the number of deals per quarter is always something like reps times quota. The post How to Build Go-to-Market Efficiency in SMB Sales with Owner.com CRO Kyle Norton appeared first on SaaStr.

Go To Market 120

Go To Market GTM X-functional Objectives and Key Results 120

SaaStr

MARCH 5, 2025

Codium is one of the fastest-growing startups in the AI coding assistant space, having scaled its go-to-market team from 3 to 75 in just under a year. Hypergrowth Requires Aggressive but Smart Hiring: Codium scaled from 3 to 75 go-to-market hires in under a year, an astonishing pace for any startup. Their strategy?

Territory 74

Territory Drivers/motivators Quota Pipeline 74

Sales Hacker

APRIL 25, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Sales, marketing, and CS aligned to serve them , not just quota math. More for your eardrums Harmony Anderson is an entrepreneurial marketing leader with deep expertise in building global GTM strategies at growth startups.

Growth 75

Growth GTM Cross-sell Negotiate 75

Sales Hacker

FEBRUARY 3, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. A major mistake companies make is assuming 100% of their team will hit 100% of their quota, which rarely happens. Quota buffers should range from 5% to 35%, depending on the companys growth stage and risk tolerance.

GTM 69

GTM Objectives and Key Results Quota Real Estate 69

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. There are endless ways to divide quotas across territories and teams. The bottom line is, your quota methodology needs to align with your business objectives.

Territory 120

Territory Quota Strategic planning Sales 120

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

Sales Pop!

AUGUST 2, 2023

If you already have a sales team, check if they’re hitting their target metrics and quotas. It becomes challenging to rely on a generalized partner to possess the specific skills required to successfully introduce your product into a new market or expand your presence in a fiercely competitive landscape.

Represent 198

Represent Lead generation Sales Commission 198

Tibor Shanto

SEPTEMBER 23, 2021

Mike shows how Sales Enablement done effectively, at the formal maturity model, absolutely does positively impact both win-rates and quota attainment (according to multiple analyst research studies over the past several years). With systems thinking, the whole is greater than the sum of its parts. Everything Starts With A Definition.

GTM 167

GTM Sales Consult Quota 167

Veloxy

MAY 3, 2022

Sales quota. Veloxy’s most popular sales checklists include the Sales Rep Challenges Checklist , Sales Quota Champion Checklist , and the Revenue Growth System Checklist. SBI Growth Advisory, formerly Sales Benchmark Index, is one of the nation’s pioneers and leaders in go-to-market revenue growth consultation.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Salesforce

APRIL 7, 2022

Learn how the brightest minds in business, culture, and sports “Think Outside the Quota” to find sales success. You deal with a lot of failure as a rep,” said Belal Batrawy, veteran sales coach and head of go-to-market (GTM) at GTM Buddy. Belal batraway, head of Go-to-market, GTM buddy. watch now.

Pipeline 97

Pipeline GTM Quota Pitch 97

Sales Hacker

OCTOBER 19, 2022

As your baseline, I recommend an attainment goal that includes 80% of your team reaching quota and quotas that are 5x that of the OTE. Secondly, transparency into compensation is key for reps to know how they can hit their OTE and achieve 100% of quota. Providing transparency. Let it be easy to make money.

Commission 126

Commission Finance Quota Strategize 126

Martech

FEBRUARY 7, 2025

Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. The result is circular: efforts to hit quotas discourage meaningful shifts toward targeting the ICP.

GTM 68

GTM B2B Drivers/motivators Manufacturing 68

A Sales Guy

APRIL 16, 2012

The solution to this problem is to draw a line, not letting hunters sell a deal below $4,000 and raise their quota to $20,000 a month instead of $10,000. Look to create separation among your different go to market strategies. Now your average deal size for hunters is NO LESS than $4,000 a month. You’ve created separation.

Inside sales 117

Inside sales Outside Sales Sales Price 117

Sales Hacker

FEBRUARY 16, 2024

If your reps have $1M quota, then every day is worth $4,000 in revenue. When you break the value of each day and even each minute down, it’s easier to realize how intentional time needs to be spent in order to hit quota. Every minute that goes by off-target is $8.30 unbooked, unearned, and unrealized.”

GTM 125

GTM Quota Contact Construction 125

Salesforce

JANUARY 3, 2022

As our recent Sales Summit revealed, the old ways of selling — aggressive quotas, in-person sales calls, nagging pipeline reviews — just don’t work anymore. Aim to create an environment where everyone can thrive, not just hit their sales quota. Create a single source of truth to empower go-to-market teams. Drop the quota.

Growth 98

Growth Quota Intrinsic Cross-sell 98

Highspot

APRIL 14, 2025

As your business grows, go-to-market initiatives change, and new solutions are launched, the material reps digest when they first join your company should evolve as well to reflect those changes. Customers who train their reps with Highspot report a 24% increase in average rep quota attainment.

High impact 52

High impact Government Quota Strategize 52

SaaStr

JANUARY 28, 2022

Cathy Gao , Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre , CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.

Quota 96

Quota Pipeline Go To Market Up-sell 96

A Sales Guy

JANUARY 2, 2012

Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. What is often missed however, is a good solid understanding of what the team is going to need to make the number. How much of the strategy focuses on marketing and collateral support?

Sales Support 105

Sales Support Quota Sales Pipeline 105

Hubspot

MARCH 21, 2018

But who has higher on-target earnings, better quota attainment, and brings in more revenue? But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure.

Outside Sales 101

Outside Sales Inside sales Quota Sales 101

Highspot

SEPTEMBER 21, 2021

increase in quota attainment and 15.4% Investing in sales expertise works – but only if it’s adopted, used, and positively changes behavior to increase rep quota attainment. Research shows that organizations that integrate their methodology into existing sales processes achieve an 8.3% higher win rates.

Quota 97

Quota Sales Sell Growth 97

Highspot

APRIL 16, 2020

Canceled meetings and postponed events mean that sales teams everywhere are relying on marketing and enablement more than ever to help them hit quota targets. Marketing and enablement professionals alike are asking the same question: how do I remotely support my quota-carrying teams ? Elevate Digital Customer Experiences.

Quota 98

Quota Strategize Price Technology 98

SaaStr

SEPTEMBER 29, 2022

He advises bringing these features to a B2B growth team and then shares mistakes that B2B companies make while adding go-to-market (GTM) to PLG. A sales team that grows faster than the growth results stresses the salespeople to meet their quota. Breaking down a consumer tech growth team.

GTM 113

GTM Price Quota B2B 113

InsightSquared

MARCH 6, 2018

Quota and compensation planning. Go-to-market strategy. Collaborating with other teams (Marketing, Customer Success, Support, etc.). When you’re starting out, you may have only one or two folks manning sales operations, juggling all the tasks outlined above. Renewals management.

Contract 119

Contract CRM Territory Sales 119

Hubspot

OCTOBER 2, 2019

Here are some performance metrics to consider for your sales reps: Individual Quota Attainment - The percentage of the sales target reached for each sales rep in a given month or sales period. Conversely, if your entire team is hitting or surpassing quota without question, your goal may be too conservative. Image Source: Anaplan.

Territory 99

Territory Quota Commission Sales 99

Sales Hacker

FEBRUARY 18, 2019

How to use quota to drive outcomes and results. How Do You Set Sales Quotas: Psychologically or Financially? Brian Birkett: LeanData is the leader in helping you manage your go to market strategy in a platform for revenue ops leaders. How Do You Set Sales Quotas: Psychologically or Financially? We’re on iTunes.

Quota 91

Quota Sales Promote Up-sell 91

SaaStr

NOVEMBER 3, 2023

That means they still have 85% of the market left to tackle. Toast’s Go To Market Structure Toast has seen unprecedented growth on the revenue side, so let’s look at the customer acquisition strategy. Inside reps have the same quotas and expectations. market tapped, signaling massive growth potential. In the U.S.

Growth 106

Growth Territory Referrals Customers 106

Sales Hacker

DECEMBER 21, 2017

In addition to the technical and sales enablement responsibilities, the newly formed Sales Operations unit will be responsible for the following tasks: Go-to-market strategy & planning. Assessment of go-to-market strategies and methodologies. Sales growth and operating plan. Deals desk. Territory design. Forecasting.

Territory 107

Territory Non-Profits Contract Quota 107

Hubspot

JULY 11, 2019

The role is heavily involved in go-to-market strategies, liaises with executives and organizational leadership, and ensures quotas are appropriate and well-allocated. Sales ops can make the difference between an organized sales team meeting their quotas and a team that’s unfocused and unmotivated. Image source: PayPal.

Commission 98

Commission Territory Quota CRM 98

Sales Hacker

DECEMBER 21, 2023

Here’s how Stytch’s SE team unblocked revenue hurdles across our go-to market at Stytch and how this team could be a secret weapon for your revenue teams. Impact Areas Frequently, Solutions Engineers operate “behind the scenes” without directly linking to revenue in the same way as quota-carrying sales representatives.

Engineering 128

Engineering Objectives and Key Results Drivers/motivators Teamwork 128

Partners in Excellence

DECEMBER 24, 2012

Always the new quotas and compensation plans. Have you changed or shifted your go-to-market strategies? We’re getting ready for the Holidays and New Year. We’re getting ready to launch the New Year with a bang. New plans and programs. Some inevitable restructuring, new territories and realignment.

Process 113

Process Territory Sales Quota 113

Sales Hacker

SEPTEMBER 10, 2018

Bringing salespeople in for an interview before you’ve figured out exactly how you’ll compensate them for their work leaves you in a tongue-tied, unenviable position when eager candidates ask about things like quotas, sales incentives, what data you use to set goals, and how often your team exceeds those goals.

Quota 104

Quota Represent Cross-sell Drivers/motivators 104

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Businesses that implement a sales enablement function see increased quota achievement at the rep and team level. Quota attainment.

GTM 122

GTM Contract Quota CRM 122

Hubspot

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Percentage of sales reps attaining 100% quota. Revenue by market. Imagine one of your reps isn’t hitting her quota. Let's take a look at what sales metrics are. Revenue by territory.

X-functional 101

X-functional Quota Cross-sell Contract 101