SaaStr

FEBRUARY 20, 2024

Together they share the high-velocity techniques they use to maximize sales, including: Sell to SMBs Use round-robin to assign accounts, but you’re not sure if it’s optimal Are stuck in a world of geographic territories Spend a lot of time manually building territories Gusto thinks of the rev ops capability as the brain center and engine builder.

Go To Market 88

Go To Market Territory Technique A/B testing 88

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

Tibor Shanto

JANUARY 11, 2022

But if you’re going to plan, there is more to it than Territory or Account Planning. Not only more, but more diverse way to plan and execute to exceed quota. At first glance it may seem counterintuitive, but the best plans starts with you. Better discovery, better proposals, picking up the phone more often, whatever.

Territory 167

Territory Quota CRM Prospecting 167

Openview

DECEMBER 19, 2018

January is the month we, as sales reps, start anew. The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? Make sure your territory plan has action items that are time sensitive.

Territory 89

Territory Quota Technique Follow-up 89

Veloxy

NOVEMBER 30, 2023

Grab a warm coffee or tea and let’s get started! This includes having up-to-date info about what they’re selling and being equipped with technology that aids their sales pitches. If needed, consider partnering with a digital learning provider to keep training materials up to date for new hires.

Objectives and Key Results 279

Objectives and Key Results Territory Inside sales Cross-sell 279

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. Now that the country is opening back up, field salespeople are expecting their workday to return to normal very soon. Here’s why.

Territory 221

Territory Gambling Commission Quota 221

Veloxy

FEBRUARY 15, 2022

Fortune 500 and Inc 5000 companies have found continued success with new field sales strategies and technology, and a new number one key performance indicator (hint: it’s not quota). Sales managers typically assign field salespeople to specific territories, such as cities and states. Regional Sales Director. Cyber Security.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

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

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

Sales Hacker

DECEMBER 9, 2022

Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business). Related: Your Territory Model Is Hurting Attainment.

Territory 99

Territory Quota Strategic planning Sales 99

Partners in Excellence

AUGUST 18, 2017

Do you still have a personal territory with a quota for that territory? I can’t think of many situations where having both managerial and personal territory responsibility is acceptable. Make sure the personal territory you manage is small–both in terms of responsibility and for that personal goal.

Territory 48

Territory Quota Follow-up Start-ups 48

Veloxy

JULY 14, 2023

It’s about finding the optimal path that seamlessly integrates with your sales strategy, empowering you to exceed quotas and surpass customer expectations. These innovative tools consider multiple factors, including sales visits, time windows, and buyer propensity, to conjure up the optimal sequence of visits. Curiosity Strikes?

Territory 130

Territory Gaming Drivers/motivators Gambling 130

PandaDoc

APRIL 26, 2023

Now the question is, how do you set up a commission structure that works great for employees and employers? Territory volume Territory volume is a commission paid off based on revenue from a specific region. So let’s assume that a team of three sales reps is supposed to drive $100k in revenue from a specific region.

Commission 52

Commission Territory Quota Drivers/motivators 52

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. Why are territories carved the way they are? Why are territories carved the way they are?

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

SaaStr

MAY 10, 2024

The distance between top performers and everyone else has never been wider, and most sellers aren’t hitting quota at many organizations. So, set up a process that leads to accurate decisions while not losing to indecision. You need to have the same conversation lined up for what you’re trying to evaluate.

Price 83

Price Territory Sales Quota 83

Salesforce

NOVEMBER 28, 2023

Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. Here are some that are helpful to know: Sales quota: A sales quota is a specific sales target that a salesperson needs to achieve within a set period, such as a month or quarter.

Commission 64

Commission Territory Quota Objectives and Key Results 64

Veloxy

AUGUST 17, 2022

However, the right “stack” of Salesforce automation tools can really help you accelerate revenue and crush quota. When you can access Salesforce from anywhere on any device, you can automate and eliminate up to 95%, or 1,200 hours, of non-selling activity. Visit Veloxy’s Salesforce AppExchange store to start your free trial today.

Appointment 147

Appointment Territory Cross-sell Contract 147

Salesforce

MARCH 4, 2023

How it works: Think of the State of the Union dashboard as akin to getting a general check up at the doctor’s office. Is a pipeline bad because your team isn’t pushing hard enough or because that region is experiencing an economic downturn? Does marketing need to come up with more leads?

Territory 98

Territory Pipeline Sales CRM 98

SaaStr

FEBRUARY 6, 2024

Catch up on the previous session here if you missed it before diving into part two. Who Should CS Report to and Should They Have a Quota? Related – regardless of who ultimately owns CS, should they have a quota? And as you go down this chart, that starts to flip. What’s Good Net Revenue Retention?

Customers 100

Customers Contract Quota Territory 100

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 set up AR targets and goals, such as how many account plans each representative needs to do. Metrics That Matter.

Territory 93

Territory Cross-sell Quota Networking 93

Veloxy

JUNE 17, 2021

Sure, you might have quotas and deadlines that show accomplishment, but what exactly is the rate of your efforts? To calculate your company’s sales velocity, start by separating small, mid-market and enterprise pipelines as defined by your organizations nuance of what constitutes each of the segments. Drive Up Your Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

Veloxy

OCTOBER 25, 2022

Customers missed the face-to-face interaction these past two years, but there are three tactics you can do to improve the customer experience in 2023: Proactively schedule roadtrips to your territories. Some of our clients have scheduled week-long trips to territories a month in advance, filling up their calendars with 2-hour long visits.

Territory 130

Territory Sales Gaming Up-sell 130

Veloxy

DECEMBER 28, 2023

Grab a warm coffee or tea and let’s get started! Prospecting may involve consistent follow-ups, setting goals, and being knowledgeable about the product, while closing deals often requires a structured follow-up strategy, product knowledge, and familiarity with the sales territory.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

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

SaaStr

OCTOBER 5, 2020

But for many SaaS start-ups, I think accepting this is not only a huge mistake, but it’s a recipe for tragic underperformance. By round-robin, by territory, by whatever. They suck up a lot of management time. There are just soooo many start-ups. Any rep should be scaled up in 30 days.

Territory 111

Territory X-functional Quota Promote 111

SaaStr

MAY 28, 2024

Some are mistakes we make again and again, and others are newer territory as we evolve. You don’t want someone who talks only about processes, people, hiring philosophies, quota, and their views on revenue attainment because they’ll never learn the product. More from Jason about hiring the wrong type of VP of Marketing here.

GTM 80

GTM Pipeline Growth Quota 80

Openview

OCTOBER 10, 2018

An analysis published by the Harvard Business Review revealed in 2011 that, coaching “ can improve performance up to 19%…even moderate improvement in coaching quality—simply from below to above average—can mean a six to eight percent increase in performance across 50% of your sales force ”.

Territory 101

Territory Quota Sales Pipeline 101

Hubspot

APRIL 24, 2019

Relative Commission Plan : The relative commission plan is when a target or quota is set. Let's say a salesperson has a quarterly quota of $90,000 and a quarterly commission of $10,000. If they meet 85% of the quota, they'll receive 85% of the commission. And they're paid on a territory-wide versus individual sale basis.

Commission 89

Commission Territory Real Estate Quota 89

Sales Pop!

NOVEMBER 23, 2022

Starting at the center of the Revenue Intelligence Loop, historical data is accumulated through sales management insights , KPIs and Archive functionality. In addition, several different KPIs within historical data need to be understood for the targets and quotas to be accurately set. Sales Management and Quotas.

Pipeline 97

Pipeline Quota CRM Territory 97

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. They blow out their quotas and get pats on the back.

Territory 35

Territory CRM Quota Technology 35

Salesforce

DECEMBER 14, 2023

Here’s everything you need to know to get started. To create your sales route, it all starts with technology designed for the task at hand. It weaves in sales goals and customer data, along with complex schedules, multiple stops, and strict timeframes, to ensure you hit quota. This can be a complex process.

Territory 59

Territory Appointment Transportation CRM 59

SaaStr

MARCH 22, 2024

After switching to SaaS, she started as an SMB sales leader with no prior management or SMB sales experience. This was probably the most important decision for her because it led to an appreciation of the different types of deals and segments, and starting at the bottom and working her way up was a great learning experience.

Finance 99

Finance Territory Quota Presentation 99

Salesforce

AUGUST 24, 2023

Otherwise, it’s hard to set up your dashboards and even harder to interpret them.) By knowing these, you can see signs that overarching sales strategy should be revisited, territories should be re-evaluated, or enablement efforts should be shored up. Get articles selected just for you, in your inbox Sign up now 2.

Pipeline 98

Pipeline Quota Lead generation CRM 98

Gong.io

MAY 31, 2021

Round up your corporate-approved, top-notch sales decks. Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. Bonus: Check out our 7-Point Checklist For Airtight Pipeline Reviews and get your sales strategy up and running ASAP. . Territories.

Territory 118

Territory Objectives and Key Results Contract Price 118

Veloxy

SEPTEMBER 4, 2023

Start sending this high-response rate cold email template a day or two before the following: Weekend Personal Vacation Thanksgiving Christmas New Years Memorial Day 4th of July Labor Day You may be thinking, “ How would I know when my lead is taking time off? Get noticed in the inbox by ignoring the status quo. How to use this template?

Cold Call 130

Cold Call B2B Campaign Clients 130

Veloxy

MAY 3, 2022

You need actual thought leadership and takeaways that you can readily apply to your role and your sales organization starting today. Get ready to download and start using (yes, much of these sales resources are actually useful and interactive) these sales tools today. Sales quota. Nancy Nardin. Jeb Blount. Meghan Forgione.

Sell 182

Sell Cold Call Tradeshows Cross-sell 182

Veloxy

AUGUST 6, 2021

He was just too tied up to respond to everyone. As such, sales teams need to be extra creative in pursuing busy leads without moving into stalker territory. For Linkedin connections , just start typing at the very end of a post where you’re asked who would be interested in whatever it is you’re posting.

Sell 317

Sell Pitch Cold Call Prospecting 317