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 77

Quota Manufacturing Assembly Line Sales 77

Tibor Shanto

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. As many of you know we recently launched the audio podcast version of the Breakfast For Champions, of course named: The Monday Morning Breakfast Podcast. The Invite.

Objectives and Key Results 293

Objectives and Key Results Sales CRM Prospecting 293

Salesforce

JANUARY 9, 2025

As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. The State of Sales Report found 76% of sales representatives say that enablement strategies , such as support materials, product training, technology training, and one-on-one coaching, prepare them to make quota.

Closing 98

Closing Represent Territory Lead generation 98

Salesforce

OCTOBER 19, 2023

Quotas seem out of reach, and your team starts breaking into a cold sweat. According to the latest State of Sales report , only 28% of reps are expected to hit their quotas in 2022. The good news: You can set motivating quotas that are challenging but not soul-crushing. What you’ll learn: What is a sales quota?

Quota 69

Quota Objectives and Key Results CRM Drivers/motivators 69

Partners in Excellence

JULY 8, 2015

Quota’s may be missed, new customer acquisition may be off, customer retention may be off, sales by product or region may be off. Product management is upset because they aren’t meeting their launch goals and finance just sees expense piling up with no offsetting revenue or orders. You can imagine what happened.

Launch 115

Launch Manufacturing Cross-sell Finance 115

Hubspot

AUGUST 27, 2012

Plus, they’re learning what it takes to gain support and buy-in for any future ideas they want to implement or initiatives they want to launch. Should executives be making a push to fill a "gender quota"? By doing their job, they’re helping customers achieve their goals as well as their own company. It was invaluable.

Quota 78

Quota Sales Territory Government 78

Highspot

AUGUST 21, 2024

You’ve been gearing up for your new product launch over the course of weeks, months, or maybe years––and it’s quickly approaching. This launch of new innovation is an opportunity to inspire the organization, deepen customer satisfaction, engage new buyers, and generate revenue for the business.

Launch 52

Launch Product Strategic planning Quota 52

A Sales Guy

JULY 23, 2014

You’ll need to factor in variables such as new product launches and major promotions, as well as consider your personnel structure. Revenue/Quota: Compensation is based on sheer volume achieved over the previous sales period or on a percentage of a quota achievement. Are your sales goals orders- or bookings-based?

Commission 120

Commission Quota Cold Call Sales 120

SaaStr

FEBRUARY 6, 2024

Dharmesh and Brian, co-founders of HubSpot, did a great deep dive on this when they launched their CRM product here: If it’s a different buyer, you basically need a separate sales team on Day 1. Time and time again, I see an exciting new product sort of stall out at launch when the buyer is a different ICP.

Product 103

Product Sell Quota Launch 103

SaaStr

JANUARY 2, 2021

Every enterprise customer demands sophisticated admin tools, and most SaaS vendors don’t launch with them. Doubling the sales team, with real quota-carrying reps. Asana is adding enhanced admin controls and enterprise security features. Add them if you go even a little bit upmarket.

Growth 145

Growth Quota Launch Trust 145

Sales Hacker

MARCH 27, 2020

Companies will be tightening belts and empathy doesn’t count towards quota. It turned out to be this guy who launches right into his pitch like he’s been living under a rock (which ironically would be a good place to be now in these times of social distancing). We are all in uncharted waters together. However, some things never change.

Prospecting 132

Prospecting Sell Commission Quota 132

Partners in Excellence

JANUARY 23, 2015

People on a profit sharing plan, but with no quota, not prospecting, without commissions, dedicated to the customers’ success. Finally, the quota thing and not tying compensation to deals–in other words, performance. Quota is nothing more than a goal we hold people accountable for.

Commission 121

Commission Profit margin Quota Sales 121

Highspot

FEBRUARY 3, 2025

Driving successful go-to-market initiatives is no easy featand once launched, understanding how theyre performing can often feel like a guessing game. When customers use Highspot to administer their content, training, and coaching programs, they report an average 14% increase in deal size and 19% increase in rep quota attainment.

Go To Market 52

Go To Market Cross-sell Launch Strategize 52

Sales Hacker

JANUARY 29, 2018

Reps were hired, trained and compensated to perform as an individual to hit a quota. To hit $8M, a VP of Sales would hand out $10M in quota @ $2M/IC. With the increase of quota, simply the amount of sales people were added to reflect the increase in quota.( PODs should operate between 80-120% of quota.

Territory 91

Territory Quota Sales Manufacturing 91

SaaStr

AUGUST 12, 2020

But, two other ways to run a sales team is you can run them on annual quotas, or you can run them on monthly quotas, and in my experience, annual quotas are just too slow to judge performance, it doesn’t let you make modifications and adjustments mid-course, you have to wait until the whole year is over.

Finance 114

Finance X-functional Launch Objectives and Key Results 114

SaaStr

JULY 3, 2020

But, two other ways to run a sales team is you can run them on annual quotas, or you can run them on monthly quotas, and in my experience, annual quotas are just too slow to judge performance, it doesn’t let you make modifications and adjustments mid course, you have to wait until the whole year is over.

Finance 103

Finance Launch Objectives and Key Results Cross-sell 103

PandaDoc

JANUARY 27, 2020

If you’re looking to level up your sales career in 2020 but don’t know where to start, we suggest checking out one, two, or all three of the must-read books listed below to get you equal parts inspired and fired-up to crush your quotas this year. Sales newbies who fear falling short of their quota? By: Colleen Stanley.

Cold Call 121

Cold Call Quota Sales Negotiate 121

A Sales Guy

OCTOBER 31, 2012

To make it easy on you, we’ve just launched a new ebook; Increase Sales with The Perfect Quarterly Sales Review Agenda. With 2013 almost upon us, it’s critical to get your business review processes in place and humming. Download; Increase Sales with the Perfect Quarterly Sales Review Agenda Now!

Process 111

Process Quota Sales Consult 111

Openview

OCTOBER 15, 2018

This “delta” of inconsistent selling behaviors creates a bell curve of quota attainment: In that scenario, everyone is “figuring things out on their own.” They get higher quota attainment from their “middle of the pack” producers. They have more reps meeting or exceeding full quota. Most sales teams don’t enjoy such consistency.

Quota 104

Quota Electricity Pitch Sports 104

Partners in Excellence

JULY 28, 2014

We have pipeline metrics, quotas. As sales people, we’re used to being measured. We may have weekly call or meeting goals. We have prospecting goals, and on and on and on. Metrics are important to knowing how we are doing in achieving our goals. Everyone has performance goals and objectives (or they should have).

Objectives and Key Results 114

Objectives and Key Results Customers Manufacturing Quota 114

ClickFunnels

AUGUST 3, 2021

5 Set a Daily, Weekly, and Monthly Cold Outreach Quota. You can avoid this trap by setting a daily, weekly, and monthly cold outreach quota. Meet your cold outreach quota for the day no matter what. And launch your funnel! …in Let’s keep it real: Rejection hurts. And cold outreach involves endless rejection.

Prospecting 130

Prospecting Cold Call Objectives and Key Results Quota 130

Pointclear

NOVEMBER 29, 2012

Please tell us about a campaign before you launch it so I don’t have that ‘deer in the headlights’ look when a prospect says, “So tell me about the free iPad mini if I buy from you by the end of November.”. “I How about some leads on products I have a quota on?”. We want qualified leads.”. We need sales meetings not sales beatings.”.

Commission 88

Commission Quota CRM Drivers/motivators 88

SaaStr

OCTOBER 30, 2021

Four years ago, after launching and failing my first startup I realized I had a lot to learn. I decided to hunt for a job, somewhere I could learn and grow so I could launch another company again. AE OTE * Expected ROI of 6x) = Annual Quota. Annual Quota / 12 = Monthly Quota. 7 Tips to get 7,000 Customers.

Closing 111

Closing E-commerce Customers Quota 111

Partners in Excellence

DECEMBER 24, 2012

We’re getting ready to launch the New Year with a bang. Always the new quotas and compensation plans. We’re closing the last deals of the year–that frenzy to make the numbers. We’re getting ready for the Holidays and New Year. New plans and programs. New initiatives focusing on the fastest start possible.

Process 120

Process Territory Sales Quota 120

Pointclear

NOVEMBER 19, 2013

The three agency people looked at each other, smiled, and the account manager launched into a series of questions. What is the revenue target, and what are quotas for the sales channels by month? “What do you mean?”. “Do Do you create revenue and can you prove it?”. What is your closing rate and average sales price?”. I’m smiling).

Presentation 101

Presentation Account management CRM Quota 101

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

Salesforce

APRIL 2, 2025

But launching a successful product-led sales motion requires more than just a great offering. Do your homework: Before launching your product or service, do a round of beta testing, collect feedback, and adjust your product or service as necessary. Fantastic that’s an essential first step.

Product 86

Product Territory Sales Price 86

Hubspot

AUGUST 17, 2021

Quotas are hard to generate. Believe it or not, some sales leaders think that quotas are a waste of time. What does this have to do with quotas? Well, whatever you set as a quota will be the benchmark for your reps. Finding the Right Quota. So how do you build a Goldilocks baby bear "just right" quota?

Commission 91

Commission Quota X-functional Finance 91

Salesforce

SEPTEMBER 19, 2023

A competitor launches a new product, an analyst switches up their report, and your best sales rep quits. They make decisions around hiring, quotas, compensation, territories, and customer segments. Increase your quotas? From there, territories, quotas, and compensation plans are set to ensure that sellers hit their numbers.

Territory 104

Territory Quota CRM Customer Relationship Management 104

Highspot

MAY 20, 2021

“Sales leaders are increasingly focused on how to improve quota attainment by identifying what works and helping more of their salespeople master those behaviors,” said Robert Wahbe, CEO, Highspot. With Highspot, revenue leaders now have deep insight into the four key indicators of success: Do reps understand the strategy?

Government 98

Government Quota CRM Strategize 98

SaaStr

JULY 5, 2023

Model 2: Budget, Quota, Goal — The Formula To “Beat and Raise” Many people experience the challenge of balancing needing to present a plan they can beat and exceed expectations to a board or CEO without leaving growth on the table. The budget, quota, goal framework helps you to manage this balancing act. Budget, Quota, Goal.

Go To Market 98

Go To Market GTM Quota Up-sell 98

Martech

JANUARY 26, 2023

Are there additional fees (consulting, add-on features, APIs, quotas)? What’s the long-term roadmap and launch dates? Are APIs available? Is access included in pricing? Pricing and support What is pricing based on? What features are included? What is the minimum contract length? Is a free trial or pilot program available?

Contract 120

Contract Price CRM Quota 120

SaaStr

DECEMBER 14, 2021

When it launched in 2011, Treasure Data’s positioning was a Hadoop-based big data warehouse in the cloud. No matter what VP of Sales they hired, sales consistently failed to meet their quota. The Platform: $0 – $5 Million ARR. A few telling signs started to reveal themselves: Sales, Marketing & Accounts Struggled.

Product 120

Product Objectives and Key Results Pipeline Quota 120

Pointclear

JUNE 4, 2013

This year we launched our radio show Top Sales Hard Talk where we host 10 - 15 minute interviews with industry experts about current hot topics around sales. Last month marked the launch of the Top Sales Academy. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training.

Finance 85

Finance Quota Launch Sales 85

Highspot

AUGUST 13, 2024

It’s proven that the more mature enablement is holistic–across training, coaching, content, guidance, and engagement– the greater the average rep quota attainment and win rates organizations experience. Tip #4: Ongoing Communication The job isn’t “done” when the initiative is launched or the content is made available.

GTM 105

GTM Sales Pipeline Quota 105

Partners in Excellence

AUGUST 9, 2013

So, I”m a lowly sales person, I have my quota. My quota, along with that of my peers, becomes my manager’s quota, and so on so that our combined efforts represent the revenue/order plan for the organization. We each optimize what we do to achieve our goals, objectives, priorities. We know how to manage these things.

Sell 106

Sell Objectives and Key Results Mechanical Engineering Quota 106

CloserIQ

MARCH 1, 2019

You can ask how they define an enterprise account vs. an SMB These questions can serve as a launching pad for additional questions: How are territories assigned? It’s helpful to ask about a broad range of metrics that will be used to evaluate your performance —not just quota. What market segments are you currently focusing on?

Commission 89

Commission Territory Quota Represent 89