SaaStr

APRIL 28, 2025

SaaStr launched their AI about 5 weeks ago , trained on 17.785 million words of SaaStr content spanning 12 years, including 1,000+ podcast and SaaStr sessions. SaaStr launched their AI about 5 weeks ago, trained on 17.785 million words of SaaStr content spanning 12 years, including 1,000+ podcast and speaker sessions.

Negotiate 95

Negotiate Contract E-commerce Price 95

Salesforce

OCTOBER 8, 2024

Example: High Volume Sound wants to reach more customers by expanding into the European region. It launches a company online store to sell speakers to its customers. According to the Salesforce State of Sales report, partner selling is widespread with 89% of sales teams currently using partner sales.

Territory 93

Territory E-commerce Profit margin Sales 93

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"? But, by the time I left, 8 of the top 10 reps in my region were women. This perception is wrong, but it still exists.

Quota 78

Quota Sales Territory Government 78

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. Each IC would be assigned to a region. The regions were based on ZIP codes calculated to represent approximately to have the same amount of potential. Scale the Recruiting.

Territory 90

Territory Quota Sales Manufacturing 90

SaaStr

NOVEMBER 3, 2023

Inside reps have the same quotas and expectations. More Territory Per Rep Doesn’t Mean More Sales Was Toast methodical in the way they segmented or rolled out nationwide? The folks on the sales and marketing teams helped think through the rollout process, from resourcing to territory planning. There’s a balance, though.

Growth 106

Growth Territory Referrals Customers 106

Partners in Excellence

DECEMBER 24, 2012

We’re getting ready to launch the New Year with a bang. Some inevitable restructuring, new territories and realignment. 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.

Process 119

Process Territory Sales Quota 119

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Allocation of Accounts and Sales Territories. When ARR consistently exceeds $10 million, then a separate unit managed by a new Sales Operations Director may be launched. Territory design. Formulation of Incentives Program. Evaluation of Sales Team Training Needs.

Territory 105

Territory Non-Profits Contract Quota 105

Salesforce

JANUARY 6, 2025

The number of factors that impact a commission plan are virtually endless new product launches, market shifts, restructuring, territory changes, new hires, lay offs, quota adjustments. Back to top ) Launch sophisticated compensation plans fast Is outdated commissions management hurting your growth? You get the point.

Commission 52

Commission Territory E-commerce Sales 52

Salesforce

NOVEMBER 12, 2024

For example, a tech company that generates so much buzz for its latest smartphone that people are lined up in front of its stores on launch day creates excitement and demand for a new product. Emphasize things like design and technology that may appeal to your customer and their needs.

Transportation 52

Transportation Drivers/motivators Customers Territory 52

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively.

Territory 71

Territory Quota Cross-sell Sales 71

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 105

Finance Launch Objectives and Key Results Cross-sell 105

CloserIQ

MARCH 1, 2019

Understanding how the company segments the market and assigns territories will help you get a better sense of its larger strategy and operations. 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?

Commission 89

Commission Territory Quota Represent 89

Salesforce

OCTOBER 9, 2024

Sales managers can also motivate their teams based on metrics like quota attainment , commission earned, and more. Think about it this way: If you’re using a spreadsheet to manage commission, every time you restructure your sales team, make territory changes, or revamp how commission is calculated, you have to start from scratch.

Commission 98

Commission Process Territory E-commerce 98

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 117

Finance X-functional Launch Objectives and Key Results 117

Partners in Excellence

JUNE 7, 2012

Just one data point from CSO Insights 2011 Sales Performance Optimization Study shows that in organizations where most of the sales people are leveraging the sales process, 70% beat their quotas, and in those where people are not consistently using the sales process on 51% beat their quotas. Territory planning. Account plannnig.

Territory 110

Territory Sales Manufacturing Objectives and Key Results 110

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year. Use a sales training platform (e.g.,

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

Partners in Excellence

JANUARY 31, 2018

In reality, an account is just a different form of territory. Some territories may be organized by geography (for instance a city or set of postal/zip codes), an industry segment (for example insurance, commercial banking, etc), a named list of companies, or a single company. A friend had the states of North and South Dakota.

Sell 75

Sell Territory Cross-sell Strategize 75

Sales Hacker

JUNE 8, 2022

You can hitch your wagon to almost any piece of news in a deal cycle, be it a new product launch, new executive hire, or new milestone. It involves thinking of your sales territories not for their potential deal size, but for the potential low-hanging fruit you can pluck at any given time. Finding, not forcing timelines.

Territory 113

Territory Sales Promote Prospecting 113

Pointclear

MAY 16, 2011

Compared the count of doctor’s offices by zip code against the fixed sales territories by zip code for each sales person. Extrapolated the total number of medical devices on average that would be sold in each territory (by zip code). Compared the sales quotas each salesperson had for each device category by office.

Territory 60

Territory Quota Lead generation Follow-up 60

Salesforce

DECEMBER 12, 2024

For exceeding sales targets : When sales reps exceed their quotas by a large margin, an additional bonus layered on top of their standard commission plan can help keep them encouraged to constantly achieve and exceed their targets. These might be marketing campaigns, product features, new launches, etc. Watch the demo

Non-Profits 96

Non-Profits Objectives and Key Results Commission Territory 96

Sales Hacker

DECEMBER 12, 2017

It’s also a lot easier to start with everyone hitting quota and ratcheting up than vice versa. It’s also not reasonable to expect your new hires to hit quota in their first pay period. Just launched a product? If you want to do that, just lower quota and make it simpler for everyone. Splits / Territories / Geographies.

Non-Profits 96

Non-Profits Quota Sales Drivers/motivators 96

Hubspot

JUNE 8, 2021

This process means SDRs typically aren't held to traditional quotas but to the number of calls they make or qualified leads they gather. Similar to SDRs, inside sales reps roles are a great launch point for a sales career. Regional Sales Manager. Image Source. Image Source. VP of Sales.

Commission 94

Commission Territory Finance Inside sales 94

Salesforce

NOVEMBER 28, 2023

Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. Here are some that are helpful to know: Sales quota: A sales quota is a specific sales target that a salesperson needs to achieve within a set period, such as a month or quarter.

Commission 64

Commission Territory Quota Objectives and Key Results 64

Veloxy

AUGUST 31, 2023

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. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Hubspot

JANUARY 23, 2018

Message Prospects Without Using Your InMail Quota. If you want to send more than that, target users with “Open Profiles,” who won’t count toward your InMail quota. These criteria include region, industry, function, and seniority level. As a bonus, “Open Profile” users are generally pretty receptive to being contacted.

CRM 101

CRM Contact Networking Sales 101

Sales Hacker

MAY 26, 2021

Here are a few sales operation metrics you might have seen before: Quota achievement. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. With this in mind, sales ops set the metrics with which a sales org measures its success. Average win rate.

Territory 68

Territory Objectives and Key Results Finance Cross-sell 68

Lead Fuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. There is also a four-way division which can be grouped by: Geography/ territory. Geography & Territory Structure. Reps were hired, trained and compensated to perform as an individual to hit a quota.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

PandaDoc

APRIL 25, 2023

The plan also includes a timeline for product development and launch , pricing strategies, promotional campaigns, and sales targets for the first year. Identifying clear and achievable sales goals will help you to set sales quotas and guide your team with clear directions. How will you measure success?

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. on their own.

Territory 52

Territory X-functional Sales Cross-sell 52

Sales Hacker

APRIL 17, 2019

Auto Dealer App by Pulse allows dealerships to launch their own branded Mobile App to increase sales and service visits. This mobile app is a canvassing CRM with features like territory assignments, team messaging, and lead tracking. Your most important deadline is probably at the end of the month or quarter, when your quota resets.

Drivers/motivators 111

Drivers/motivators Price Teamwork CRM 111

The Bridge Group

NOVEMBER 2, 2017

Today, I'm excited to launch our latest research focused on Sales Development organizations. Structure: in/out/blended, headcount, territories. Compensation: base, OTE, regional variations. Quotas : average quotas, components, % attainment. This is our seventh round of research since 2007.

Territory 28

Territory Quota Launch Technology 28

Salesforce

MARCH 3, 2025

Strategic planning: Set realistic goals for marketing, hiring, and product launches. This approach works particularly well when youre entering a new market or launching a new product , where data alone might not tell the full story. Metrics like win rates, deal velocity , and quota attainment become easier to track.

Angle 59

Angle CRM Pipeline Sales 59

Hubspot

SEPTEMBER 13, 2023

If you’re launching a new product or feature, the sales team will try to project sales for three scenarios: the best-case scenario, the worst-case scenario, and the most likely scenario — which is usually the middle ground between the first two. Sales representatives are usually ambitious people who try to exceed their quotas.

Objectives and Key Results 80

Objectives and Key Results Pipeline Finance Quota 80

Heinz Marketing

OCTOBER 7, 2019

So we now have three regions, overlays, channel sales managers on the West, central and East along with a dedicated channel sales engineer that has been with us since 2013 but we moved them into a new role in January. I recognize them and their team, the regional team, when they close an opportunity. I talk about it all the time.

Pipeline 72

Pipeline Territory Sales Healthcare 72

ConversionXL

JULY 3, 2020

Experiments run by Dan Smullen , who manages technical SEO for Independent News & Media , demonstrate that Google isn’t biased against paywalled content: Before launching our paywall in February, we implemented a soft wall—a registration wall. Since launching a paywall on Independent.ie ca/) and Australia (independent.ie/au/).

Non-Profits 122

Non-Profits User Experience Niche Engineering 122

Closing Bigger

DECEMBER 14, 2022

9) Have a strategic sales plan or personal sales playbook Map your process Know your best practices Reverse engineer your quota down to daily disciplines Commit to and share your KPI’s with your leader and peers and track daily These 9 things you can focus on to make sure your B2B Sales efforts are successful in 2023. . *

B2B 52

B2B Contract Finance Territory 52

Closing Bigger

DECEMBER 14, 2022

Product launches. Know the regions and markets. Reverse engineer your quota down to daily disciplines. Product launches. Do your price, quality, function grid. 5) Go broad on lead awareness and monitoring and invest in tools like Sales Navigator to look for signals. Curate and Create content. Engage in conversations.

B2B 52

B2B Contract Finance Territory 52