Hubspot

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. 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.

Territory

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

Salesforce

OCTOBER 15, 2024

Businesses typically use sales invoices to calculate financial earnings, quotas , and taxes after they are paid. In particular, I consent to the transfer of my personal information to other countries, including the United States, for the purpose of hosting and processing the information as set forth in the Privacy Statement.

Finance

Salesforce

NOVEMBER 14, 2024

Sales capacity planning is the process of identifying and forecasting the number and type of sales representatives needed to achieve a given revenue goal. Sales capacity planning is a crucial part of most companies’ annual sales planning process. Create a better plan What is sales capacity planning?

Growth

Veloxy

JULY 29, 2025

This helps reduce the number of missed steps in the sales process. Badger Maps is built for territory planning. Some apps focus more on territory planning. Veloxy keeps the sales process moving while syncing everything back to your CRM. Field reps don’t need to take notes on paper and enter them later.

Product

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

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. You need to know and grow them as whole people, not just walking quota figures. ” You need to know and grow them as whole people, not just walking quota figures. Salespeople dont need rah-rah hype.

Drivers/motivators

SaaStr

MARCH 5, 2025

Compensation & Performance Metrics Fuel a Culture of Winning: Codium structured its compensation and quota models to create immediate success. A staggering 7 out of 10 early sales hires exceeded their annual quotas, and some reps are on track to earn seven figures in their first year.

Territory

Salesforce

NOVEMBER 15, 2024

These numbers drive the sales capacity planning process, where teams work backward from revenue goals to ensure sufficient manpower for achieving future targets. When an SDR team lacks a clear and repeatable process for career advancement, predicting growth and budgeting for resources becomes challenging.

Tradeshows

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Without this component, it’s impossible to resonate with them. For more information, click here.

Transportation

Hubspot

JUNE 16, 2025

For example: “Navigated procurement processes in enterprise SaaS, closing $1.2M Highlight your sales process efficiency and deal velocity. Show your process for handling tough objections. How is the sales team structured, and how does that impact territory management? in deals across Fortune 500 clients.”

Objectives and Key Results

Highspot

JULY 29, 2025

Automating repetitive, manual processes—from lead assignment, to sales content creation and curation—saves time for your sales teams and enables them to focus on building relationships with potential customers, not tackling complex tasks. Sales reps who leverage task automation tools and AI are more likely to meet quota.

Go To Market

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. For product-oriented founders, marketing often feels like unfamiliar territory.

Pipeline

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota.

Commission

Hubspot

JANUARY 14, 2025

Now that Ive identified what sales champions do during the process, lets take a closer look at how they elevate your sales strategy and help elevate your teams performance. Luckily, they excel at navigating the twists and turns that come with the territory of selling. What Do Sales Champions Do For Your Sales Deal? You know this.

Negotiate

Salesforce

JULY 24, 2025

The freedom to build beyond my role, from mentoring to improving processes. Account Executive (AE) : I’m the CEO of my own territory. When I started to connect with senior people, they all had something in common; it wasn’t just about hitting quota. The people were genuine, passionate, and collaborative. What sealed the deal?

Cold Call

Highspot

APRIL 1, 2025

If you overlook a critical detail, the AI notes the gap and suggests a controlled decision-making process. Customize AI Scenarios for Sales Managers Generic scripts may fall flat, but personalized role plays expose managers to the actual challenges they’ll face, such as handling pricing objections or mediating territorial disputes.

Objectives and Key Results

Salesforce

APRIL 2, 2025

This shifts the sales focus from persuasion to value demonstration, making the process more customer-centric. Optimize the customer journey for self-service: Streamline the onboarding process for your product or service by simplifying how customers can find solutions on their own.

Product

RingDNA

MARCH 18, 2025

This leads to stalled deals, missed quota, and slowed growth. How Sales Reps Use Conversation Intelligence to Close More Deals Conversation intelligence, as exemplified by Revenue.io, is revolutionizing the sales landscape by providing unparalleled insights and support throughout the sales process.

Conversion

Salesforce

NOVEMBER 8, 2024

Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers. In fact, 61% of sales managers cite quota setting as their biggest challenge. This poses a huge issue for sales departments. For more information, click here.

Commission

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. I’ve also found that regional companies are a great start to your list, as people love to do business with other locals. To do that, I use a slightly altered process and script.

Cold Call

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

Salesforce

JANUARY 6, 2025

Despite significant innovation in the worlds of compensation management and financial modeling, sales commission remains one of the most difficult processes to solve for in modern business. Inaccurate pay, reporting errors, friction across departments, loss of productivity, lengthy commission processing times, and more.

Commission

Understanding the Sales Force

JANUARY 4, 2025

Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Nearly all sales leaders fail to have and/or explain the consequences to their salespeople so they are aware of what will happen if they fail to meet the required targets for items 1-25 as well as quota/revenue.

Quota

Salesforce

FEBRUARY 3, 2025

Back to top ) 70 key sales terms explained ABC (always be closing) A sales philosophy centered on persistently closing deals at every stage of the process, popularized by Alec Baldwin’s character in the 1992 film “Glengarry Glen Ross.” I agree to the Privacy Statement and to the handling of my personal information.

Objectives and Key Results

SaaStr

MARCH 29, 2025

5 Non-Obvious Learnings from 3 Elite Revenue Leaders: The “Rainmaker Myth” is Dead – The best CROs aren’t magical deal closers; they’re systematic business leaders who think like CEOs and prioritize team development over personal quota attainment. Process and numbers only tell part of the story.

Quota

SBI

JULY 16, 2025

The best planning processes take several months, from thinking through core assumptions and strategic bets to setting territories, compensation, and quotas and rolling them out to the team. For most leadership teams, annual planning begins later than it should.

Territory

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. Discounts start at 10 or more, call us for enterprise pricing…… We’ve trained 1000s of people, SaaS, industrial bathroom supplies, food processing, industrial products, retail banking, insurance, real estate, professional services.

Real Estate

SaaStr

APRIL 28, 2025

While SDR outbound functions remain more complex, the inbound qualification process is already being dramatically improved by AI. AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process.

Negotiate

Martech

APRIL 8, 2025

Processing. 27, 2024, and quotas were set for gender, age and region at a country level. The report found customer effort is a significant determinant of brand perception and loyalty. In fact, 84% of respondents felt they had to put in a moderate amount or a lot of effort to find information or get help. 21, 2024 and Nov.

Customers

SaaStr

APRIL 1, 2025

Wiz: Territory Matters More Than Tech Stack Colin Yasukochi (Wiz CRO) demonstrated that even on the path to a $32B acquisition, territory design was more impactful than AI tools. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

GTM

SaaStr

JUNE 4, 2025

Previous sales tools made existing processes slightly better. Sales reps won’t abandon familiar processes for new AI-driven approaches unless they see leadership betting their own productivity on these tools. She’s not talking about AI as another productivity tool. The difference is architectural.

CRM

SaaStr

MAY 18, 2025

A few ways to do it: Company Size (SMB, Mid-Market, Enterprise) : Splitting by company size almost always works once you have 2-3 sales reps hitting quota. By segmenting your team this way, you can tailor your sales process to the needs of each segment and avoid wasting time on mismatched opportunities.

Territory

Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. Whether you’re upgrading your current process or looking for fresh techniques, these are the best methods to set you up for a successful year.

Territory

Salesforce

MARCH 3, 2025

A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process. Standard deals often flow through automated processes or sales reps without Deal Desk involvement. Deal Desk teams can help combat this challenge.

Legal

Salesforce

MARCH 3, 2025

Learn what sales forecasting really means for startups, explore methods tailored to your unique challenges, and understand how artificial intelligence (AI) tools can make the process more efficient. Sales forecasting is the process of predicting future revenue using past sales data , market trends, and team performance.

Angle

Veloxy

JANUARY 19, 2022

I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. They haven’t missed quota since I first called them. They haven’t missed quota since I first called them.

Cold Call