Hubspot

MARCH 11, 2024

I’ve seen the benefit of async video messages to close deals and build prospect relationships as both a quota-carrying seller and a sales team leader. 5 Ways Sales Professionals Can Leverage Async Video to Crush Their Quota 1. My first week at Loom, I started a tradition called “Monday Musings.”

Quota 80

Quota Meeting Pitch Sales 80

SaaStr

MARCH 2, 2021

Monthly Quotas comes up all the time. And it especially comes up when you hire your First VP of Sales, because odds are, he or she will want to move from Monthly to Quarterly Quotas. They’ll probably be more used to Quarterly quotas and goals. Your stress will likely go up. Not really.

Quota 111

Quota Closing Pipeline Start-ups 111

Partners in Excellence

SEPTEMBER 27, 2018

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. That becomes a goal, which is sometimes called a “quota.”

Quota 88

Quota Pipeline Growth Drivers/motivators 88

SaaStr

NOVEMBER 28, 2020

A ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them. I want to bring this up again because I interview so many VP/head/director of marketing candidates. The post Your VP Sales Has a Sales Quota. Or SQL commit.

Quota 122

Quota SQL Growth Sales 122

Hubspot

NOVEMBER 8, 2021

I'll preface these tips by mentioning that many sales teams struggle to hit quota during the holiday season — and those issues come from a lot of different angles, including: It's a shorter quarter with weeks-long holidays for prospects. Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer!

Quota 93

Quota Angle Price Prospecting 93

Sales Hacker

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

Quota 81

Quota Cold Call Outside Sales Territory 81

Gong.io

AUGUST 16, 2021

The second your buyer answers the phone, the clock starts. It’s unexpected and ends up “scrambling” your prospect’s brain (in a good way). The reason for my call is …” Here are the objections it overcomes before they even come up: Who is this? And the stats back it up: Gong data shows a 2.1x Let’s go.

Cold Call 118

Cold Call Technique Quota Follow-up 118

SaaStr

AUGUST 14, 2021

Q: Dear SaaStr: What Would Be a Fair OTE for a VP Sales With a $1M quota? $0 I don’t think it makes any sense for a VP of Sales to have a $1m quota. A “real” VP of Sales should not have an individual quota. She should have a quota for a team she is building. More here: Should Your VP Sales Start Off as a Player-Coach?

Quota 90

Quota Sales Start-ups 90

Sales Hacker

MARCH 10, 2021

However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. A healthy sales organization should aim for about 60% of reps hitting their quota. If it shoots up to 80–85%, it’s time to re-evaluate quotas.

Quota 94

Quota Territory Profit margin Growth 94

Sales Hacker

SEPTEMBER 4, 2020

That means if you’re an SDR, there’s a 52% chance you’ll hit the phones hard, send tons of emails, and not even reach 90% quota. So why is quota attainment so bad for so many SDRs? How to Help Your SDRs Increase Their Quota Attainment. So, use that to start conversations with prospects (a lot of them are Millennials too).

Quota 110

Quota Meeting Cold Call Commission 110

Miller Heiman Group

MAY 12, 2020

Realize also that cutting base pay is usually not the answer for salespeople, as they may be the front lines of defense when your organization starts to recover. Once you’re armed with the data, you’re ready to start the decision-making process, which consists of three steps. Set Up an Incentive Compensation Relief Committee.

Quota 75

Quota Finance Sales Represent 75

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. The clock starts ticking the moment a lead shows interest, and every minute that passes can make the difference between winning and losing a potential customer.

Product 130

Product Quota Objectives and Key Results CRM 130

Highspot

JANUARY 14, 2024

Since the COVID-19 pandemic, many companies have started to recognize the value of leveraging data-driven sales training platforms to help sales reps quickly adapt and excel. Sales Meetings and Follow-ups Virtual calls, often via platforms like Zoom, digitize in-person meetings. Request a demo today.

Quota 52

Quota Sell Sales Contract 52

Gong.io

MARCH 19, 2020

Here’s how top reps beat the distraction-barrier and capture their prospect’s attention from slide one to close: First , break your demo up into clear, 9-minute chapters. With everyone’s very packed calendars, a shorter meeting with a delayed start will offer prospects a chance to freshen up and grab a coffee before your call.

Inside sales 153

Inside sales Quota Sales Strategize 153

A Sales Guy

JULY 16, 2012

Community member Jeff Abbott commented on a recent post about how he’d like to better understand how quotas are set and by whom. The first thing you need to know about quotas is there are a lot of different ways to set them. Let’s start with the rules: Quota MUST align with the business objectives.

Quota 113

Quota Territory Commission Drivers/motivators 113

Sales Hacker

MAY 8, 2020

Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.” These can be purpose-built to enable sales engineers to quickly spin-up customized, real-world environments necessary to close deals. Set up the platforms you’ll rely on and practice.

Quota 76

Quota Sell Up-sell Sales 76

A Sales Guy

FEBRUARY 20, 2014

What is the true secret to killing quota? The most valuable part of success and crushing quota is in the monitoring. When we set out to attain quota, we have an idea of what it will take and how we will get it done. It’s all too easy to say your gonna make quota. We start to execute.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121

A Sales Guy

JULY 18, 2012

Yesterday I talked about setting quota. I’ve decided to start with aligning quota with business objectives. Quota should be the single representation of the companies overall goals. In other words, whatever you are looking to achieve from a business perspective should directly align with every sales person quota.

Quota 110

Quota Territory Sales Strategize 110

A Sales Guy

AUGUST 11, 2014

When it comes to making quota there are a number of critical success factors, but the most critical and often undervalued is time. Time is without a doubt one of the most critical and important elements to making quota. The more time we have, the higher the probability we make quota. times quota, needing only 125%.

Quota 119

Quota Pipeline Represent Closing 119

Sales Hacker

MAY 31, 2021

The question often comes up, “Can I use humor for this?” These work great if you record a screen share plus selfie to explain the speakers’ backgrounds and then show the form where they can sign up. Time to start that cycle all over again. Warm outreach video. The answer is yes – if that’s what feels right. Talk to their boss?

Quota 81

Quota Closing Legal Contract 81

Salesforce

JULY 6, 2023

Get started 1. It’s how you show up. Get articles selected just for you, in your inbox Sign up now 3. My pipeline dried up. I ended up improving my conversion 40% that month.” Start learning +300 points Module Sales Process Basics 5. Get deals done, make customers successful, and help your company grow.

Quota 86

Quota Closing Education Sales 86

Understanding the Sales Force

FEBRUARY 3, 2022

Choose a restaurant, make a reservation, show up and enjoy. If you have a sales cycle of several months or more, subsidize your salespeople until they are self-sufficient, and in early 2022 it takes 3 months to find a suitable candidate, you are screwed before you start! What's the worst that can happen? Planning to go out for dinner?

Quota 124

Quota Territory Start-ups Sales 124

Tibor Shanto

JULY 7, 2021

But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up. It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. When we look at athletes, say runners, the number is the starting point. Your Numbers Have To Add Up.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Highspot

JUNE 7, 2019

After all, they’re the breadwinners who consistently achieve quota and drive revenue. The general perception is that keeping top performers successful will increase everyone else’s performance as they try to keep up. Enablement Tools Help Scale Quota Attainment. This is flawed thinking. What is Sales Effectiveness?

Quota 45

Quota Sales Technology Technology 45

Iannarino

FEBRUARY 28, 2024

Every improvement in win rates improves your sales force’s ability to reach their goals and increase their quota attainment. There have never been as many options to continuously level up your sales force. How much revenue generation from pipeline coverage do you generate from the lost deals that make up your pipeline coverage?

B2B 198

B2B Objectives and Key Results Pipeline Sales 198

Veloxy

SEPTEMBER 22, 2022

Start selling faster, easier. 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. First , quota is set too low to accommodate for sales process inefficiencies. Start Selling Faster, Easier.

CRM 262

CRM Quota Sales Pipeline 262

Cerebral Selling

JANUARY 14, 2023

You could also be well behind your quota, struggling to stay motivated and worried about job security. And when reps struggle to see the path to their number they may slowly give up, blaming things outside of their control. Year-end can be the most exciting time in sales. It can also be the hardest. Next year may be even more so.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

A Sales Guy

APRIL 5, 2017

We’re building our plans; we’re making our calls, we’re busy little beavers, determined and destined to make up for lost ground, or get closer to President’s Club or maintain our good steady pace. We sell with an eye towards the end of the month, and the end of the quarter all with the determination to crush quota.

Quota 68

Quota Pipeline Closing Start-ups 68

SaaStr

FEBRUARY 27, 2024

And how can you double your magic number without reinventing the wheel for better quota attainment or cutting everything? What you actually end up with is quite an unprofitable business operating with -25% operating margin despite having a revenue scale of more than $600M. Why has this decline happened? Let’s find out.

Go To Market 88

Go To Market GTM Non-Profits Quota 88

Partners in Excellence

APRIL 19, 2024

Sometimes, my mind starts turning into jelly and goes to weird places. I imagined myself interviewing for the CRO position in a high growth start up. CEO: What percent of your sales people made quota last year? What if you could increase the number of people hitting their quotas? Dave: About 40%!

Quota 120

Quota Growth Prospecting Start-ups 120

SaaStr

JANUARY 5, 2024

Getting Outbound off the Ground in the Early Days Whatever stage your company is in, you can map wherever you are to outbound and use this article to either create, scale up or improve your outbound SaaS sales. Start with who you are targeting in your own network. Start with who you are targeting in your own network.

Quota 99

Quota Commission Networking Drivers/motivators 99

Partners in Excellence

NOVEMBER 10, 2023

Starting my selling career in IBM, we all had them. Today, sellers have quotas and perhaps a few goals, but I run across few organizations that have formal performance planning processes. When I ask executives about it, the respond, “They have their quotas, that’s all we care about!!!”

Quota 117

Quota Teamwork CRM Pipeline 117

Gong.io

MARCH 27, 2018

But what if your team is made up of just average performers? In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. Let’s start with the basics… Establishing a Winning Sales Process.

Quota 48

Quota Process Appointment Cold Call 48

Gong.io

MARCH 27, 2018

But what if your team is made up of just average performers? In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. Let’s start with the basics… Establishing a Winning Sales Process.

Quota 48

Quota Process Appointment Cold Call 48

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? There are three problems associated with eliminating quotas and commissions …. These same salespeople are quota and commission driven even if they do have a base salary.

Commission 48

Commission Quota Repeat business Referrals 48

Veloxy

JANUARY 19, 2022

Start with basic results. Gone are the days where I could start a cold call with, “ My name is Samir and I co-founded Veloxy. When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Start with basic results. They haven’t missed quota since I first called them.

Cold Call 358

Cold Call Territory Quota Up-sell 358

A Sales Guy

JANUARY 21, 2013

As VP of Sales or Head of Sales, making quota is your job. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. I know who is going to make quota this year and who isn’t. They have no idea how they are going to make quota. They put there head down and start doing s**t.

Quota 127

Quota Territory Clients Start-ups 127