Highspot

OCTOBER 22, 2024

If reps are misaligned on even just one step in the sales process, it can become nearly impossible to drive predictability within your sales force. The sales process consists of various stages – and each is crucial to the success of the deal. So, how can you optimize your sales process to improve consistent execution?

Process 52

Process Objection handling Quota Negotiate 52

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. And then there are the consequences of not doing so.

Quota 127

Quota Commission Pipeline Pitch 127

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 69

Quota Drivers/motivators Sales Up-sell 69

SaaStr

MAY 24, 2025

Top 10 Strategies Toasts CRO Uses to Crush Sales Quotas So a little while ago Toasts CRO Jonathan Vassil joined Sam Blond on SaaStr CRO Confidential on how Toast built one of the strongest but toughest rocketship in sales: a lower gross margin, lower ACV ($10k), sales-led SMB sales motion. 5 Interesting Learnings from Toast at $1.1

Quota 56

Quota Territory Referrals Strategic partnership 56

Tibor Shanto

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. Psychological Safety is important for setting hard goals and hitting quotas. But most importantly for Sales teams is they are also generally ‘high performing’ teams and over achieve their quotas. Psychological Safety is important to team performance.

Objectives and Key Results 293

Objectives and Key Results Quota Sales Drivers/motivators 293

Highspot

MAY 21, 2025

Shrinking budgets, rising quotas, and glaring inefficiencies plague organizations in every sector. Nearly half (45%) of sellers currently work with incomplete or inaccurate data, leaving them defenseless in the fight to meet quota. This empowers leaders and sellers to create scalable, impactful change in the selling process.

Growth 52

Growth Process Quota Sales 52

SaaStr

JUNE 5, 2025

If you dont have a repeatable sales process or at least two reps hitting quota, youre not ready. A VP of Sales cant create a process from scratch, they scale whats already working. These folks often come from environments with massive resources and established processes, which dont translate well to startups.

Quota 97

Quota Sales Up-sell Closing 97

SaaStr

NOVEMBER 25, 2024

So: if the quota for the rep is say $600k, your average Opportunity is $20k in size, and you have a 15% opportunity-to-closed ratio … your rep will need ~200 opportunities over the year to hit their quota, or about ~15 a month. And less than 10% just makes sales … start to get even harder. appeared first on SaaStr.

Quota 98

Quota Sales Follow-up Closing 98

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. Think of sales metrics as the “umbrella” for any measurable part of the sales process — like calls made in a month or sales cycle speed. That’s why managers break them down into rep-specific quotas. Why are sales targets important?

Quota 116

Quota Territory Pipeline Sales 116

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. It means predictable growth and instilling discipline regarding close dates, rating of deals and next sales process steps. Creating Forecasts and Quotas. Drilling Down.

Quota 243

Quota Pipeline CRM Closing 243

Iannarino

AUGUST 8, 2021

Less than half of salespeople reach their quota and more than half of buyers don’t change, evidence that what we’re doing isn’t working. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. But before I share it, we need to look at some numbers: 57% and 67%. The Problem with Problems.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Veloxy

MAY 25, 2021

She owns her mistakes (and her triumphs), learns from them, and makes herself a better salesperson in the process. Artificial intelligence, machine learning , and great advancements in personalization are driving personal sales quotas and team sales quotas like never before! Practice Makes the Perfect Salesperson.

Referrals 290

Referrals Quota Cold Call Contact 290

Partners in Excellence

JANUARY 23, 2025

Win rates plummet, % making quota plummet, retention rates declining, sales cycles lengthening, deal size decreasing. And we see customers actively looking to other places to help them navigate their buying process. What if we started thinking of, where do our customers struggle in their problem solving/buying process?

Gaming 123

Gaming Up-sell Quota Pitch 123

Sales Pop!

MAY 22, 2025

This concept was necessary in corporate sales to achieve the monthly quota set plus earn the bonuses and yearly trips awarded to the top producers. As a competitive person, the sum of all sales in process indicates what you must accomplish each month, plus more to be the top winner and earn the rewards! Let the games begin!

Growth 130

Growth Territory Appointment Quota 130

STAR Results

AUGUST 26, 2021

Two key areas of focus are: what accounts represent the best opportunity to achieve their quota, and which accounts are new business going to come from. Do Your Reps Know What Their Quotas Are? I know that quota setting is a complicated process. If all your reps know how they are doing YTD vs. quota, give yourself a ?.

Quota 279

Quota Sales Represent Start-ups 279

Sales Hacker

DECEMBER 10, 2024

It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process. “Think of product development like collaborative design: a living process where small adjustments compound into transformative outcomes.

GTM 104

GTM Construction Quota Growth 104

Veloxy

JANUARY 19, 2022

They haven’t missed quota since I first called them. After communicating who you are and what you do, and how you can help the prospect achieve outstanding results, the next trick to close the deal is to get specific on your meeting process. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

MARCH 19, 2025

” I’m constantly befuddled by the acceptance of YoY slips in revenue performance, slips in % of people making quota, slips in win rates and deal values, slips in retention. We have to begin a problem solving process. I’ll stop here, I get wound up, but you know the same problem. What isn’t working?

GTM 123

GTM Quota Start-ups Presentation 123

SaaStr

JANUARY 8, 2025

But as she dug in, the real answer was too many sales reps were overbooking deals because of the pressure to hit their bookings quota. Here’s how they did it: Strengthening the pre-sales process to ensure better solution fit. Enhancing implementation and onboarding processes.

Objectives and Key Results 119

Objectives and Key Results Growth Engineering Quota 119

Salesforce

JANUARY 9, 2025

Say hello to the sales acceleration process. As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. Back to top ) Understanding the sales acceleration formula The Sales Acceleration formula is a framework that helps businesses enhance their sales processes and increase revenue.

Closing 98

Closing Represent Territory Lead generation 98

Veloxy

SEPTEMBER 22, 2022

Using this software further streamlines and accelerates the sales process. 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. Will you be ahead of the curve in 2023?

CRM 262

CRM Quota Sales Pipeline 262

Veloxy

DECEMBER 9, 2024

You’ve invested in Salesforce , hoping to streamline your sales process, improve customer relationships, and more. Streamline your implementation to focus on what matters most to your sales process. Instead, include them in the process. Customize the interface to fit your sales process. Bureau of Labor Statistics.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Tibor Shanto

FEBRUARY 22, 2022

Quota attainment remains under 60%, closed forecasted deals aren’t much better. As they expand their thinking in the process, the more opportunities you’ll find to help them, and capture more whys. By Tibor Shanto. Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle.

Quota 293

Quota Technique Prospecting Closing 293

Martech

JULY 17, 2024

As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas. This approach builds alignment and integration within the GTM process, driving scalability and repeatability. Sound familiar?

GTM 104

GTM Product Strategize Drivers/motivators 104

Search Engine Land

AUGUST 30, 2024

In B2B, that means prepping for the end-of-year push that comes from needing to hit quotas and engaging brands about to be flush with new yearly budgets. Processing. For B2B, the end of the quarter and the need to hit quota can leave room for limited-time promotions to test with your users. Business email address Sign me up!

A/B testing 79

A/B testing Retail Quota Promote 79

Tibor Shanto

AUGUST 10, 2021

Questions are the weapon of choice for consistently successful salespeople, so listen up the half that aren’t making quota. It very much is a closed ended process, that executed right, will allow you to have a meeting where you can leverage open ended questions. By Tibor Shanto.

Appointment 274

Appointment Quota Prospecting Education 274

Closing Bigger

FEBRUARY 10, 2025

The Core Differences Between Sales Leadership and Sales Management Sales managers focus on systems, process, and daily execution. They meet quotas, but they dont innovate or push boundaries. As Mike Curliss put it, As a manager, you build the process box. Either add people or optimize process. The winning formula?

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Sales Pop!

SEPTEMBER 16, 2021

Increasingly though, there is a mounting case of statistical evidence to point to the success that social media can provide if successfully mixed into the sales process. of sales people using social media outperformed their sales peers, and exceeded quota 23% more often. Consider the following: Some 72.6%

B2B 216

B2B Sell Quota Technique 216

Partners in Excellence

MAY 28, 2025

Likewise, we see the same for processes, methodologies, playbooks, outreach, marketing, and all other things that help us engage customers. She had an older school mental model, thinking marketing focused on grand, image, advertising, and meeting the quota for MQLs.

GTM 117

GTM Quota Clients Promote 117

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. Why are revenue targets so hard to hit?

Meeting 66

Meeting Pipeline Quota Sales 66

Sales Pop!

JUNE 23, 2023

Simplification One of the functions of cybernetics is the simplifying of complex processes, which we utilize in Pipeliner. Demonstrated Preferences By simplifying our CRM processes, we make it possible for a salesperson—or any CRM user—to demonstrate their preferences. What is the most important factor for doing so?

Technology 246

Technology Technology Pipeline CRM 246

SaaStr

MARCH 6, 2025

I.e., both hitting quota. And if all they talk about is process? So many candidates you talk to will talk about nothing but process, not customers to start. Look, your VP of Sales can’t be a quota-carrying rep forever. and make them successful first. A VP of Sales job is to scale sales. That’s what you want.

Quota 75

Quota Sales Up-sell Lead generation 75

SaaStr

MAY 3, 2025

$1 M t o $ 3M ARR: Build the Foundation Sales : Once you have 2 reps consistently hitting quota, its time to hire your first VP of Sales. Theyll help you scale the team from 2 reps to 10+ and build a repeatable sales process. Youll likely need 10-20 AEs to hit $10M ARR, depending on your deal size and quotas.

Quota 95

Quota B2B Pitch Growth 95

Tibor Shanto

JULY 6, 2021

This has changed the buying process and cycle, but not all related habits. This is an opportunity for sellers to take a leadership role in helping process of helping buyers cope with change. 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

Hubspot

SEPTEMBER 9, 2024

After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. The Benefits of a Lead List Selling without a lead list is a slow, disorganized process that usually produces poor results.

Territory 83

Territory Cold Call SQL Campaign 83

SaaStr

MARCH 29, 2025

You need to close your first 10-20 customers yourself to deeply understand the sales process, objections, and what resonates with buyers. If you jump too early, you risk hiring sales reps who flounder because the process isnt defined yet. And Get Them Both Hitting a Basic, Sustainable Quota. This is a classic mistake.

Commission 77

Commission Objection handling Quota Sales 77