Heavy Hitter

FEBRUARY 11, 2017

.  We’ll review the research results from over two hundred and fifty business-to-business field salespeople who completed an extensive forty-three-part sales persona survey including sales quota performance history. This study group was segmented into four geographic regions resembling a typical sales organization as shown below.

Territory 52

Territory Quota Entertainment Sales 52

Lead Fuze

AUGUST 13, 2021

Not to mention that it’s not likely that a great rep will be selling the same thing at the end of their career as when they started. South Carolina. South Dakota. The cost of living index measures the difference between the cost of living in a large city and the cost of living in a similar metropolitan region.

Transportation 98

Transportation Negotiate Sales Healthcare 98

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 61

Sell Territory Cross-sell Strategize 61

Salesforce

MARCH 8, 2024

It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them. If your team is paid based largely on commissions, OTE will change depending on quota and likely quota attainment. And if they exceed the quota, they could make even more. Imagine this.

Commission 64

Commission Quota Territory E-commerce 64

Salesforce

MARCH 1, 2024

Your sales team is close to meeting their quota. For example, you might tell your sales team they can earn a bonus on top of their salary and commission, for selling [X] products above quota by the end of the month or for booking [X] demos in a quarter that lead to a sale. Imagine it’s the beginning of Q4.

Commission 52

Commission Teamwork Objectives and Key Results Territory 52

Salesforce

MARCH 5, 2024

Reps spend only 28% of their week actually selling, according to the State of Sales Report. At the end of the day, lead qualification can make the difference between quota attainment and lagging sales. These might include the type of company, location, region, industry, revenue, or number of employees.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 7, 2024

This provision is particularly critical for companies that sell SaaS products. A complicated clause may lead to additional time spent tracking the status of recent deals, distracting sellers from their primary selling responsibilities. But, the sales rep who initially closed the deal might’ve received a substantial commission payment.

Commission 52

Commission Finance Legal Quota 52