SaaStr

JUNE 4, 2025

CRM adoption took years to show meaningful results. AI productivity gains are measurable in weeks or months.

CRM 101

CRM Follow-up Pipeline Territory 101

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? What is sales territory mapping, and why is it important?

Territory 62

Territory Cross-sell Sales Non-Profits 62

SaaStr

AUGUST 21, 2024

Shrinking Territories, Increased Quotas Lead to Improvements in Sales & Marketing Costs A lot of sales reps won’t like to see this, but Toast got more efficient by forcing its sales reps to be more productive from smaller territories. 13% Market Share in U.S.

Territory 120

Territory Referrals Quota Growth 120

Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. If you know eight in 10 employees hit their quota on average, and total earnings are $55,000, you can set aside $440,000 in your annual budget. If they reach 140% of quota, they’re paid 140% of commission.

Commission 101

Commission Quota X-functional Non-Profits 101

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

Gong.io

AUGUST 24, 2022

First off, forecasting helps sales leaders set realistic targets, helping them to hold sales reps accountable to quotas that are actually attainable. . Sales managers use forecasts for territory planning as well. From there, you apply your market share (as a percentage) to calculate forecasted revenue.

Territory 62

Territory Pipeline Finance Sales 62

The 5% Institute

JUNE 27, 2023

Objectives should be aligned with the overall business strategy and encompass both quantitative targets, such as revenue or market share, and qualitative goals, such as customer satisfaction or product knowledge. Establishing Sales Quotas Sales quotas are specific targets assigned to salespeople to drive performance and productivity.

Objectives and Key Results 52

Objectives and Key Results Territory Quota Drivers/motivators 52