SaaStr

AUGUST 21, 2024

Shrinking Territories, Increased Quotas Lead to Improvements in Sales & Marketing Costs A lot of sales reps won’t like to see this, but Toast got more efficient by forcing its sales reps to be more productive from smaller territories. And a few other interesting learnings: #6. 13% Market Share in U.S.

Territory 117

Territory Referrals Quota Growth 117

SaaStr

JUNE 4, 2025

The tools exist, but the organizational change is complex.

CRM 90

CRM Follow-up Pipeline Territory 90

SaaStr

JANUARY 9, 2023

Third, you often increase quotas in sales. Word-of-mouth and referrals still come in. Just make sure you have a plan later that same year to recapture that lost territory. What’s a Strategic Sales & Marketing Retreat? First, you tell marketing to only focus on initiatives that bring in revenue now, this quarter.

Strategize 131

Strategize Territory Referrals Quota 131

SaaStr

JANUARY 31, 2022

It was a critical metric for us because when I started we were at -15% quota capacity. Now we’re at 15+% quota capacity. I encourage my sales reps to get to a quota of 70-80% on one-rate deals. I actively diversify my network via meetups, introductions, and asking for referrals. Territory Development.

Territory 98

Territory Cross-sell Quota Networking 98

Hubspot

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Run three-day referral techniques workshop. Hold sales contest for referral sales. February: $8,000.

Referrals 101

Referrals Commission Price Quota 101

Sales Hacker

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is it unrealistic sales quotas? Is the territory just not capable of achieving that quota?

Territory 92

Territory Quota Referrals Commission 92

Score More Sales

MAY 27, 2013

In past posts I’ve talked about how your social footprint is your 365 day per year, 24×7 online trade show where your buyers and potential referral partners can learn about you on their own schedule. I say this because most sellers do not have an actual referral partner growth strategy. Gain Insight.

Inside sales 92

Inside sales Referrals Niche Territory 92

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. Additionally, accommodating international customers by supporting local currencies and region-specific payment methods can expand your market reach.

Territory 59

Territory Negotiate E-commerce Objectives and Key Results 59

Hubspot

APRIL 4, 2019

Once you have a “draft” budget, check it against other businesses in your industry and region to make sure you’re not overlooking or misjudging any numbers. If referrals will be pivotal to your business’ growth, consider at which stage of the buying process your BDRs will ask for referrals. What’s your outreach strategy?

Strategic planning 100

Strategic planning Strategize Referrals Cross-sell 100

SaaStr

JANUARY 21, 2020

I was a local sales manager or regional manager. 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. Some of you might be familiar with it. What are the behaviors that you’ll be monitoring?

Quota 129

Quota Sales Healthcare Territory 129

Sales Hacker

APRIL 22, 2022

You can evaluate how well reps did against quota. Losses: Talk through the areas of improvement for each rep, territory, or product: what is causing lost deals? If not, how long until they can hold their weight of the quota? Wins: Discuss what worked well for individuals and the team collectively.

Objectives and Key Results 114

Objectives and Key Results Quota Sales Commission 114

Partners in Excellence

JANUARY 31, 2018

In reality, an account is just a different form of territory. Some territories may be organized by geography (for instance a city or set of postal/zip codes), an industry segment (for example insurance, commercial banking, etc), a named list of companies, or a single company. A friend had the states of North and South Dakota.

Sell 77

Sell Territory Cross-sell Strategize 77

Hubspot

AUGUST 13, 2018

more likely to hit quota. For example, if you notice your team is trending 35% below quota, you can figure out what’s going on and course-correct. An accurate sales forecast requires the following elements: Individual and team quotas: To gauge performance, you need an objective definition of “success.”.

Pipeline 98

Pipeline Territory Sales Quota 98

Sales Hacker

APRIL 11, 2019

This sales rep may get nervous and frustrated when management talks about cutting territories, making changes to alliances, strategic partners, the inbound lead system, or anything that affects their current opportunity to make money. Use this data as an indicator of how much they need to sell to reach their financial goals.

Extrinsic 100

Extrinsic Drivers/motivators Intrinsic Commission 100

Sales Hacker

OCTOBER 27, 2022

For example, if you, as a leader, encourage your team to “always have 4x your quota in the pipeline” and coach to that metric, guess what? We either (a) part amiably right away, and I’m able to provide a great referral, or (b) the individual is willing to shift the alignment strategy and involve others. By vertical? By buyer persona?

Pipeline 105

Pipeline Territory Referrals Quota 105

Salesforce

DECEMBER 4, 2023

Competitor Saul’s Dolls, on the other hand, has mapped out a clear path to revenue growth that includes target KPIs for lead generation, quota attainment, and customer retention. Historically, sales KPIs have focused on things like new leads in the pipeline, number of closed deals per quarter, and individual quotas.

Cross-sell 105

Cross-sell Pipeline Contract Sales 105

Sales Hacker

NOVEMBER 15, 2017

Kickers are monetary bonuses or extra commissions offered to motivate sales professionals to exceed quota, showcase a specific service or product, or target a particular market segment. . referrals (recommendations from existing customers and other people); 4. Key Accounts. content marketing (blogging, podcasts, free downloads); 2.

B2B 105

B2B E-commerce Cold Call Sales 105

Partners in Excellence

SEPTEMBER 28, 2016

Account and territory management. They’ll present compelling data: “81% of top performers use our tools,” making you think the reason they are top performers is because they use the tools. Contracting and e-signature. Sales enablement, elearning, ecoaching. Note taking. Time management. Route/Travel planning. Presentation.

Technology 93

Technology Technology CRM Sales 93

Sales Hacker

NOVEMBER 6, 2017

Are you comfortable with a sales person that consistently performs at 90% of quota or one who can be at 150% one month and way under the next? Your highest value people (most expensive) should be spending time on the lowest volume (but highest importance) activities – like building relationships , securing referrals and partnerships.

Drivers/motivators 97

Drivers/motivators Sales Territory Pipeline 97

Salesforce

DECEMBER 12, 2024

Referral bonus: Some companies will pay a bonus to employees who refer successful new hires, as referring a great candidate benefits the company. Think of it as the boss saying, Hey, we noticed your additional efforts. In this scenario, the bonus is used to reinforce positive behavior.

Non-Profits 96

Non-Profits Objectives and Key Results Commission Territory 96

Hubspot

JANUARY 23, 2018

It simplifies the process of finding, contacting, and staying up-to-date with prospects, referrals, and customers. Message Prospects Without Using Your InMail Quota. If you want to send more than that, target users with “Open Profiles,” who won’t count toward your InMail quota. Want to become a prospecting superstar?

CRM 101

CRM Contact Networking Sales 101

Veloxy

AUGUST 31, 2023

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. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

Hubspot

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Revenue by territory. Imagine one of your reps isn’t hitting her quota. Number of referral requests. The less time it takes a salesperson to meet her quota, the higher her sales productivity. Revenue by market. Cost of selling as a percentage of revenue generated.

X-functional 101

X-functional Quota Cross-sell Contract 101

Sales Hacker

APRIL 30, 2018

These companies also deliver : 32% higher team sales quota attainment, 24% better individual quota achievement, and. Thus, win rates, repeat business, referrals, sales cycles, and customer success improve significantly. 2) Quota Attainment. 23% higher lead conversion rate. Jim Ninivaggi, SiriusDecisions. 3) Sales Cycle.

Non-Profits 97

Non-Profits Profit margin Quota Sales 97

Hubspot

AUGUST 15, 2013

Rethinking Sales Territories. Work Your Referral Network – It Is a Sales Bounty. Why Your Focus on Quota is Killing Revenue Growth. Inside Sales Experts, by The Bridge Group. Congratulate them on Twitter! Some awesome recent posts: Does Grit Matter in Sales? [an an experiment]. Why Most Demos Are Useless.

Elevator Speech 78

Elevator Speech Cold Call Inside sales Objection handling 78

Sales Hacker

MAY 9, 2019

A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business. 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.

SQL 110

SQL Commission Customers Non-Profits 110

Highspot

AUGUST 2, 2022

Through hiring, training, analysis, and consistent follow-up, a good sales manager can help and ensure salespeople hit individual sales quotas. The base of the pyramid is where you find your performance drivers: meetings, leads, referrals, sales plans, coaching, sales strategy, etc. Referrals given, referrals received.

Process 52

Process Drivers/motivators Referrals Quota 52

PandaDoc

APRIL 25, 2023

Identifying clear and achievable sales goals will help you to set sales quotas and guide your team with clear directions. You may also have decided to embark upon referral marketing to incentivize your existing customers to refer new customers to your business. Identify your goals What are your sales goals for the next year?

Territory 52

Territory Objectives and Key Results Teamwork Customer Relationship Management 52

Heinz Marketing

MARCH 25, 2019

The challenge with Social Selling Mastery is it didn’t focus enough on the realities of today’s global sales forces in which the seller only has a very small portion of their sales quota attainment being delivered from two external sources. What about the existing customers you have today, can they broker referrals for you?

Pipeline 85

Pipeline Sales Up-sell Quota 85

Sales Coach Dew

SEPTEMBER 27, 2022

Near the beginning of the year, one of my sales coaching clients decided to do a full territory rework of his rejections from the previous three years. By April, he had already hit his quota— for the entire year! Next time you’re feeling that your territory is completely tapped out, remember to rework your past no’s.

Prospecting 52

Prospecting Territory Contract Follow-up 52

Hubspot

APRIL 27, 2023

When a sales manager has succeeded at meeting and exceeding sales quotas, they could advance to sales leadership, including the head or VP of sales. Many companies prefer to hire salespeople based on referrals and recommendations from other people in the industry. Your territory will get smaller, and your quota will increase.

Account management 88

Account management Commission Contract Sales 88

Sales Hacker

DECEMBER 22, 2020

That’s what marketing and sales alignment is additionally, so that everybody has skin in the game , they share revenue, metrics, goals, quotas, and their compensation is tied to performance, and everybody shares in that, and the weight is not just on the sales team. Revenue-based compensation [12:36]. Where is that plan?

Cross-sell 96

Cross-sell Clients Growth Up-sell 96

Sales Hacker

OCTOBER 28, 2019

In this article, we’re going to be dealing with the following roles: Sales Development Representatives (SDRs) – If you want to meet your quota, you’re going to need qualified leads. Work with marketing on planning events in your territory. RELATED: Why The Sales World Sucks at Earning Referral Business and How You Can Change The Game.

Sell 70

Sell Teamwork Objectives and Key Results Consult 70

SalesLoft

JUNE 20, 2019

You were sitting in a region with like five or six other sales reps and a manager and your job was to just blanket the entire region. It was sales, but it really wasn’t hardcore sales because there was no quota. Not just their quota attainment, but also learning and development and opportunities. But I pushed back.

Territory 63

Territory Sales Construction Up-sell 63

Salesforce

NOVEMBER 13, 2023

Ask your network for candidate referrals and to share job opportunities on social. As you juggle all those stakeholder relationships, customer meetings, and the quota you’re trying to hit, that’s too much to keep in your head. Once you have your leading candidates, follow this principle: Hire for character, train for skill.

CRM 59

CRM Sales Cross-sell Up-sell 59

Salesforce

JANUARY 31, 2024

This means understanding the product or service you’re selling, identifying customers that could benefit from it — through referrals, networking, or marketing campaigns — selling them on its benefits, and turning them into real customers. In tech sales, you will be expected to: • Prospect for new customers. Give presentations and demos.

Networking 59

Networking Cross-sell B2C Negotiate 59

Heinz Marketing

NOVEMBER 20, 2017

Scott’s high-tech career started at the nonprofit San Diego Regional Technology Alliance (SDRTA), providing technology equipment and training to underprivileged communities throughout the region. When I say channel partners, I mean, referral partners, resellers, MSPs, a ton of technology companies out there.

Pipeline 57

Pipeline Sales Technology Technology 57