Salesforce

APRIL 9, 2025

When this happens, salespeople feel crunched, and sales quotas feel out of reach. Quota relief can help burnout. What you’ll learn: What is quota relief in sales? When to offer quota relief How does quota relief work?

Quota 84

Quota Territory Represent Commission 84

Sales Pop!

JULY 9, 2022

Pipeliner CRM, on the other hand, is rooted deeply in the Austrian School of Economics theory. Pipeliner rejects this approach, making the same data visible to everyone because we believe users should be empowered. These solutions were used to enforce quotas on users—“You haven’t made your 100 calls today!” The Framework.

Pipeline 246

Pipeline CRM Drivers/motivators Quota 246

Iannarino

NOVEMBER 15, 2023

Even though you want coverage over your sales team’s quota and your sales goals, much of what you believe is coverage is not. Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected prospective clients, and falsehoods.

Pipeline 280

Pipeline Quota CRM Clients 280

SaaStr

JUNE 9, 2025

Dear SaaStr: What is The Best Way to Set Sales Rep Quotas at Each Stage of a B2B Business? Setting sales rep quotas in a SaaS business depends heavily on your stage of growth and ARR. Quotas should be simple and achievable. For SMB sales, quotas closer to 3x OTE are common, while enterprise sales can push closer to 5x.

Quota 66

Quota B2B Drivers/motivators Pipeline 66

Sales Gravy

JUNE 10, 2025

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? The obsession with pipeline multipliers is creating more problems than it's solving, and it's time we had an honest conversation about what actually drives predictable revenue.

Pipeline 54

Pipeline Appointment Quota Follow-up 54

SaaStr

OCTOBER 25, 2024

Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. That elongated sales cycle created pipeline supply shocks. To offset slower sales cycles and worse payback periods, quotas have moved in step with them. She said yes, so he asked how it’s going.

Go To Market 132

Go To Market Quota GTM Price 132

Veloxy

JUNE 8, 2022

Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline. What is a Sales Pipeline? But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Sales Gravy

MARCH 30, 2025

You Hit Quota You on track and right where you are supposed to be against your number You are in trouble You missed your number, are behind quota, and are feeling the pressure. It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. Quota isnt easy to achieve.

Quota 98

Quota Pipeline Sales Up-sell 98

Sales Pop!

DECEMBER 2, 2022

Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. You can rapidly identify pipeline risks and opportunities, and instantly detect exceptions, changes and risks in the pipeline. Creating Forecasts and Quotas.

Quota 246

Quota Pipeline CRM Closing 246

Partners in Excellence

NOVEMBER 6, 2024

The present endless models on selling activities, outlining monthly and quarterly goals for demand/lead gen, outreach, meetings, top of pipeline, pipeline, renewal/retention, comp models and so forth. I ask crazy questions like, “Why are only 40% of your people making their quotas, what do we need to change to double that?”

X-functional 127

X-functional Strategize Quota Pipeline 127

Iannarino

APRIL 20, 2023

Based on his math, he asked his team to create a sales pipeline that was 800 percent of their individual sales quotas. Incidentally, this seems to be an average win rate in B2B sales when companies rely on requests for proposals (RFP).

Quota 273

Quota Pipeline B2B Meeting 273

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. Without this line of sight, sales organizations often miss quota goals, forecast revenue inaccurately, and close the majority of deals late in the quarter – or year.

Pipeline 133

Pipeline Territory Quota Sales 133

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. No doubt we all want greater quality prospects, than just more things in the pipeline. This may also explain why nearly half of B2B sellers fail to deliver quota. (And That reality leads to an uncomfortable choice.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Understanding the Sales Force

MAY 30, 2025

Yesterday, the CEO I spoke with said more than half of his salespeople were not hitting quota, and he also thought they were complacent. Its not unusual to hear about quota fails or complacency in these conversations, but on this particular call, I heard about both. Thats only a 7% difference from the group that doesnt hit quota.

Quota 71

Quota Drivers/motivators Sales Up-sell 71

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. The post Can We Be Helpful And Still Make Our Quotas?

Quota 127

Quota Commission Pipeline Pitch 127

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?

Pipeline 133

Pipeline Prospecting Closing Up-sell 133

Sales Pop!

JUNE 23, 2023

One factor differentiating Pipeliner CRM from our competitors—especially high-end systems such as Salesforce, Microsoft Dynamics, and Oracle NetSuite—is that we have taken the incredible complexity involved with a CRM application and made it simple for the user. Because of Pipeliner’s visual UI, you will always know where you stand.

Technology 246

Technology Technology Pipeline CRM 246

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. This begins at the sales rep level but can become an enterprise-wide problem when sales staff, from reps up to SVPs, focus on their year-to-date (YTD) positions against quota. Relying upon seller opinions when grading pipeline health.

Meeting 66

Meeting Pipeline Quota Sales 66

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. Over time, theyll rely less on help but theyre still building pipeline from Day One.

Cold Call 74

Cold Call Commission Appointment Pipeline 74

SaaStr

MAY 4, 2023

And I think it’s also telling, as it summarizes what has happened all across SaaS sales in the past 24 months: Their top reps are still closing, and closing well — at 129% of quota. “The top 15% of our sellers have achieved 129% of quota over the last four quarters.” Pipeline has not decreased.

Quota 128

Quota Closing Pipeline Growth 128

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. When pipelines shrink, close rates decrease, and your team doesn’t see a clear path to the number, they lose motivation, worry sets in, and they start blaming things outside of their control. It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

Veloxy

SEPTEMBER 22, 2022

Most salespeople expect to miss their quota every single year. But hitting quota every year doesn’t always equate to a perfect sales enablement strategy for a few reasons. First , quota is set too low to accommodate for sales process inefficiencies. This is why sales reps experience high turnover and workplace stress.

CRM 262

CRM Quota Sales Pipeline 262

Salesforce

JANUARY 9, 2025

Sales acceleration is a collection of strategies using automated tools and workflows to help sales representatives move leads through the end-to-end sales pipeline faster, engage with customers more effectively, and close more deals in less time. It works by optimizing various factors across the sales pipeline.

Closing 98

Closing Represent Territory Lead generation 98

Sales Hacker

JULY 26, 2021

Less friction to source and control pipeline. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep. These improvements allow teams to expand their pipeline faster.

Quota 130

Quota Cold Call CRM Sales 130

Tibor Shanto

JULY 6, 2021

Is Your Pipeline Taking A Summer Holiday? And while everyone deserves a well earned vacation, that should not extend to your pipeline. Learn how to ensure that while you enjoy summer, your pipeline continues support your goals and ability to exceed quota. Save Your Spot!

Pipeline 235

Pipeline Quota Presentation Process 235

Heinz Marketing

APRIL 26, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another live episode of Sales Pipeline Radio. Well guess what?

Pipeline 126

Pipeline Sales Quota Up-sell 126

Sales Gravy

AUGUST 12, 2022

Putting Aside Time Every Day to Prospect Will Keep Your Pipeline Full Kaizen is a theory that developed in Japan after World War II and revived the country, their spirit, and their commerce. It’s similar to what we call “feeding the pipeline,” and involves the art of cumulative prospecting. However, that’s not what pipelining is.

Pipeline 116

Pipeline Prospecting Cold Call Quota 116

Sales Hacker

DECEMBER 10, 2024

Martin emphasizes the importance of maintaining enough quota coverage to meet revenue targets while accounting for factors like rep attrition and ramp time. Hiring and team expansion decisions were driven by a combination of top-down demand modeling and bottom-up capacity planning.

GTM 104

GTM Construction Quota Growth 104

Sales Pop!

OCTOBER 27, 2020

At the very heart of running a sales, pipeline is opportunity management. When you know how long a deal takes to make it through the pipeline, and how long it should take for an opportunity to make it through each stage of that pipeline, you’ve got a fairly accurate sales process. Views that will be regularly used can be saved.

CRM 193

CRM Appointment Pipeline Quota 193

Partners in Excellence

JANUARY 24, 2025

Forecast performance against plan (his team has 92% forecast accuracy), Pipeline health, Completed committed tasks (as a %), New committed tasks to be completed. And pipeline health (basically a coverage model, given our win rates and deal sizes each person on our team needs to have somewhere around 1.2-1.5X coverage).

High impact 115

High impact Pipeline Inside sales Quota 115

Partners in Excellence

JANUARY 23, 2025

We become obsessed with forecasts, pipelines, and their health. Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. We are focused on hitting our revenue goals, not just by the end of the year, but quarterly and monthly.

Gaming 123

Gaming Up-sell Quota Pitch 123

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. 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.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Well, welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 128

Pipeline Sales Gaming Up-sell 128

Gong.io

MAY 3, 2021

2021 : Gong introduces Deal Execution, providing business leaders much-needed visibility into activity happening across all pipeline deals. Gong for Deal Execution brings together every interaction across your deals in a single view so sales teams can quickly understand pipeline health and stop sales from going south. No more opinions.

Pipeline 118

Pipeline Drivers/motivators CRM Sales 118

Veloxy

FEBRUARY 12, 2025

Sales teams today spend 70% of their workday on non-selling activities a massive roadblock to hitting quotas. I built Veloxy to work alongside platforms like this, and I’ve watched Outreach help sales teams build qualified pipelines that turn into actual revenue. The results get even better with a 5X increase by the second month.

Product 130

Product CRM Price Objectives and Key Results 130

Sales Gravy

APRIL 24, 2025

Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. A coach helps you cut distractions, stop chasing bad-fit leads, and finally build the kind of pipeline that scales with you. Youre missing quota again. If you're in sales, you need coaching. This isnt feel-good fluff.

Sports 98

Sports Referrals Sales Pipeline 98