Hubspot

OCTOBER 16, 2017

Quota and OTE. Setting quota. That is to say, if you want your salespeople to do X, reward them financially for doing X. After they’ve hit quota, they’ll probably relax instead of pushing for the next deal. Selling function (hunting or farming). When to pay commission. Paying on profit vs. revenue.

Commission 91

Commission Quota X-functional Non-Profits 91

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 109

Finance X-functional Launch Objectives and Key Results 109

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. But it wasn’t ok in 2018, and it isn’t ok today.

X-functional 72

X-functional Closing Growth Contract 72

Hubspot

APRIL 2, 2018

Great to meet you [prospect]! We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Use it to coordinate meetings, set up calls, and confirm next steps -- but don’t use it to advance an opportunity. Great to meet you [prospect]!

Prospecting 95

Prospecting X-functional Contract Cross-sell 95

Sales Hacker

JULY 18, 2019

For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. How about pipeline reviews?

X-functional 68

X-functional Pipeline Contract Quota 68

Partners in Excellence

JULY 8, 2015

I sit in meeting after meeting with people going through endless charts showing their performance across any number of metrics. In team meetings, management identified him as a “top performer.” They had goals to send X millions of emails a month. I reviewed the goals of a content marketing team.

X-functional 94

X-functional Quota Meeting Growth 94

CloserIQ

APRIL 29, 2019

The more leads you’re able to develop, the better chance you have of meeting or exceeding quota. LinkedIn’s search function is a great method for lead generation. Say, “I can write a guest blog on X topic which will help your audience with Y.” Here are eight ways to generate leads. Attend in-person networking events.

Lead generation 86

Lead generation Referrals X-functional Technique 86

Hubspot

DECEMBER 23, 2022

Meeting sales quotas is a top challenge for 20% of salespeople. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. For more advanced functionality, paid plans start at $39 per user per month.

Prospecting 76

Prospecting X-functional CRM Contact 76

Sales Hacker

JUNE 20, 2019

I was responsible for onboarding hundreds of salespeople, training the entire BDR, AE, CS, and Support functions. 6) Hiring in Sales Enablement is often a result of a company moving into hyper-growth mode or after finding their sales team woefully under quota. (A NEED HELP WITH THAT? Introducing the Coaching Maturity Model.

Quota 70

Quota X-functional Strategize Contract 70

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. A company’s success can be measured by how well the sales team meets the sales forecasts and contributes to revenue growth. Lead Value = Sale value x Lead-to-sale conversion rate. Lead Value Formula.

Territory 96

Territory X-functional Pipeline Appointment 96

Highspot

MAY 20, 2022

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. Closing: Guides sellers on how to close deals, including working with intra-company functions like legal and deal desk. on their own. The success of your new product line is not guaranteed.

Territory 52

Territory X-functional Cross-sell Sales 52

PandaDoc

NOVEMBER 15, 2021

Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. Consider organizing a competition to see who can arrange the most team meetings in the first month. Low turnover of reps.

Sales 52

Sales Quota Trust Promote 52

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. So you have to try twice as hard, meet twice as many people and maybe be eight times as patient, not twice as patient. X this year. VCs mostly can’t do this.

Quota 82

Quota Growth Product Closing 82

Sales Hacker

MAY 9, 2019

Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Or, you can simply adjust quota upwards to account for an expected level of premature churn. For example, one year my team fell $400k short on quota. Think of these levels as: Entry level.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

JANUARY 21, 2020

I know everyone likes ping pong, but I like quiet investor meetings. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota. Weekly and monthly leader boards, music, YouTube videos, quotas.

Quota 103

Quota Sales Healthcare Territory 103

Sales Hacker

OCTOBER 19, 2018

If not consider implementing this as a goal-setting framework on top of simply having quota-based goals. Within this, you can have a goal for each of your team members to experiment with one new sales tool per quarter, and have a team meeting where each person reports back on how they used this product. .

X-functional 58

X-functional Technology Technology Sales 58

Sales Hacker

MARCH 2, 2020

How to Get a Meeting with Anyone. It uses the formula PPVVC=S (Pain x Power x Vision x Value x Control = Sale) to help salespeople accurately gauge the probability of closing a deal. Setting up meetings with corporate decision makers has never been harder. Mastering the Complex Sale. Fanatical Prospecting.

Sales 141

Sales Technique Objectives and Key Results Non-Profits 141

SaaStr

JUNE 14, 2019

How do management meetings with potential PE acquiring firms compare to founders meeting VCs in the early days? How many meetings is normal to have in this process? What does Dave believe is crucial to achieve in these in person meetings? Dave Kellogg: Juicing up quotas is something you do later.

Strategize 55

Strategize Quota Non-Profits Price 55

Sales Hacker

APRIL 23, 2018

This is the only way to create both predictability and sustainability to the sales function. Target formula : Sales Goal (Quota in $) / Win Rate. Closed more than double the company assigned YTD Quota. . David is generating the right number of meetings. Measuring outcomes is easy. Here’s how: Diana is CRUSHING her goal.

Drivers/motivators 78

Drivers/motivators Pipeline Objectives and Key Results X-functional 78

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

SBI

MAY 21, 2019

With the new Mediafly, users can continue to feel well equipped in their sales conversations, providing value to their buyers at a faster rate, helping to increase revenue and exceed quotas. Often times, this is due to technology not meeting the expectations of its users. 317-806-1900 x.142. Jason Shah, CTO at Mediafly.

Sell 30

Sell X-functional Healthcare Quota 30

SaaStr

JULY 15, 2020

But I think that was when everybody had the proverbial partner meeting discussions about what are we funding, why are we funding, what price are we funding. X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function. So massive step function.

X-functional 60

X-functional E-commerce Growth Retail 60

Sales Hacker

MAY 26, 2020

And we met quarterly and it was great because he knew the digital landscape, coming out of Salesforce, I didn’t know much about agencies and all of that, and I could meet with Mark and just be totally transparent. For me, I’m a grower and a builder, being a named public officer and sitting in Sarbanes-Oxley compliance meetings.

Prospecting 97

Prospecting E-commerce Account management Up-sell 97

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. If you ever asked me to come to your board meetings, I want this to be the first slide. How often we run that meeting is how fast we learn. Now I’m in a position to put marketing on a revenue quota. Marketing on a revenue quota, yeah.

Growth 84

Growth Cross-sell Contract X-functional 84

SaaStr

JUNE 13, 2019

And on the X-axis, we broke it out by ACV, from zero to five, all the way to 150K. One of the things that we see in venture is … I was just in a board meeting where we had this conversation. The second most common actually depends, it changes as a function of the ACV. What we see is, what you would expect.

Contract 83

Contract Price X-functional Conversion 83

SaaStr

OCTOBER 29, 2019

I was on the product team and saw this opportunity for us to work more cross functionally across the company and focus heavily on retention and monetization. If you are a price sensitive customer, you need to get from A to B, but you’re willing to walk a few blocks to go meet your driver. Your sticks are your quota limits.

Price 40

Price X-functional Cross-sell Growth 40

SaaStr

AUGUST 9, 2019

” Then driving that through the sales process and constantly coming back to that, that as we architect a solution, as we think about how we’re going to, which of our packages are you going to select, how are you going to integrate them, et cetera, constantly coming back to, are they going to meet the objectives of those KPIs?

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

JULY 15, 2022

And the way you get it is whether it’s outbound, generally inbound events or whatever, solve a 10 X pain point, solve a unique pain point that a large enterprise has that other vendors don’t provide. Think about just like we’ve talked about on SaaStr, you got to hire two AEs that hit quota before you hire a VP of Sales.

Growth 95

Growth Cross-sell Start-ups X-functional 95

Salesforce

OCTOBER 26, 2021

Success metrics, like quotas, reflected these topline goals. Different measures track different models, but all depend on a simple formula: [Recurring revenue = Active accounts in a period X Cost of good/service]. X 100 = 10% customer churn rate. The pandemic didn’t just disrupt sales. It caused a seismic shift. What is it?

X-functional 98

X-functional Sales Growth Contract 98

Hubspot

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Imagine one of your reps isn’t hitting her quota. Number of meetings scheduled. Number of meetings set. The less time it takes a salesperson to meet her quota, the higher her sales productivity. Revenue by territory. Revenue by market. Activity Sales Metrics.

X-functional 95

X-functional Quota Cross-sell Contract 95

Heinz Marketing

JUNE 4, 2018

I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right? Are you making adjustments to that approach based on millennials versus gen X versus Boomers?

Pipeline 53

Pipeline Sales Drivers/motivators X-functional 53

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. The key is meeting the customers where they want to engage — and that may mean using multiple channels. • SDRs/BDRs also book meetings and demonstrations. Manage customer relationships.

Networking 59

Networking B2C Cross-sell Negotiate 59

SaaStr

FEBRUARY 21, 2020

I would like to get back from them at least four times that in the way of quota that they achieve and ideally probably higher than that. So four to six is the numbers that we should have as targets to go for, for what quota should be set up. Are we seeing the blurring of lines between these functions, do you think?

Non-Profits 74

Non-Profits Up-sell Start-ups Product 74

Sales Hacker

FEBRUARY 19, 2019

So, what does it take to increase deliverability, replies, and booked meetings? Josh Braun help sales leaders, CEOs and founders create a sales system for generating a steady flow of meetings each month with qualified buyers and migrate them forward to the point where they buy. What’s the ROI on my sales development team as a function?

Cold Call 11

Cold Call Inside sales Sales B2B 11

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. The first is do you retire quota at the same rate for renewal as you do for new business? Tom Tunguz: That’s really important.

Contract 46

Contract Price Commission Conversion 46

SaaStr

JULY 8, 2020

We’re taking a ton of meetings, but I think in terms of quality, the best time will probably be… It hasn’t really started yet. Jason Lemkin: So, traditionally in normal and good times, there is a sort of very slow-paced pressure as a VC, which is to do X deals a year. Jason Lemkin: Let’s just-.

Pitch 63

Pitch Start-ups Up-sell Technology 63

SaaStr

SEPTEMBER 13, 2020

Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right. You as a founder have to set the tone, and you can’t do it in a weekly stand up, or an all hands meeting in person. I had regular quota carrying sales rep on top of everything else.

Non-Profits 62

Non-Profits Strategize Trust Growth 62