Sales Hacker

APRIL 22, 2022

A QBR is an executive business review of the previous quarter’s sales and a strategic planning session to build playbooks and forecasts for the upcoming quarter. You can evaluate how well reps did against quota. If not, how long until they can hold their weight of the quota? What is a Sales QBR? That’s not productive.

Objectives and Key Results

Outreach

SEPTEMBER 8, 2021

They know the importance of that data for managing their pipeline, providing excellent sales interactions, and closing the deal. Disparate tools and data sprawl can make it nearly impossible to gain visibility into the health of sales pipeline and deals, and reps struggle to find accurate, holistic, and actionable sales data from their CRM.

Pipeline

Sales Hacker

DECEMBER 21, 2017

This frees up the sales manager to focus on leading sellers in meeting their quotas and making tactical decisions and strategic plans for long-term growth. . Weighted Pipeline Value is the estimated value of the pipeline at a given time in the process, used to make profit/loss forecasts.

Territory

Sales Hacker

JUNE 28, 2018

This allows a rep to self-assess and be prepared to have a forward-looking strategic planning session rather than a rear-looking play-by-play of the last couple of weeks. There are three forward-looking topics that should be part of each 1:1: How to win deals in the existing pipeline. Achieving pipeline balance.

Pipeline

Sales Coach Dew

MAY 17, 2021

You need to have an honest talk with yourself—how are you going to take your sales goals and turn them into a realistic sales plan? Most often, the way we approach sales goals is to reverse engineer annual revenue quota or annual income goals into quarterly and monthly goals. Know the numbers. Build Strategies To Support Your Numbers.

Appointment

Highspot

AUGUST 21, 2024

Picture this: you’ve spent endless hours strategizing, planning, building, and testing. Create tailored guidance for every industry, market, and persona you plan to target, and include relevant content and training so reps have everything they need to learn about the initiative in one place.

Launch

Sales Hacker

MAY 26, 2021

This includes everything from automating mundane tasks to lighten a rep’s workload to providing the overall strategic plan for the sales organization. Here are a few sales operation metrics you might have seen before: Quota achievement. Sales operations teams bring a system of selling and structure to a sales organization.

Territory

Sales Hacker

DECEMBER 2, 2019

I’ve been advised and mentored to take a more strategic approach. Strategic planning lays out the long term, the broad goals that a business or an individual wants to achieve; the tactical piece is the outline. Or, the quota strategy might need to be shifted depending on how badly they’re missing the mark.

Strategize

Gong.io

JULY 21, 2021

Revenue Ops: tools and processes to accelerate pipeline generation (marketing and sales dev), sales, and post-sales (CS, AM) motion. Your data and analytics won’t help you make bold, strategic plans. And it’s about more than one team hitting its quota (though that’s important). Make sense? No more guesswork.

Growth

SaaStr

SEPTEMBER 10, 2020

And so I’m doing my thing just because I wanted to make sure my salespeople had enough pipeline. I use a strategic planning tool called V2MOM. So it’s a forcing function to deliver because if you think about it, sales automatically has a forcing function every quarter with quotas. What’s our vision?

Presentation

Sales Hacker

MAY 3, 2019

Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. I recently met with the VP of Sales of a large, publicly traded company who told me that nobody gets fired for missing quota in their company. Instead, they get fired for failing to forecast quota. But they need to move.

Pipeline