SaaStr

MAY 2, 2025

For these important strategic documents, he now has a three-party approach: himself, a Salesforce executive, and an AI agent working together. This collaborative approach is delivering superior strategic thinking beyond what either humans or AI could produce independently. “Agents can only go so far without the data and apps.

Strategize

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? Current pipeline.

Meeting

Veloxy

DECEMBER 9, 2024

It should be a strategic asset directly tied to your business objectives. Do you want to hit your next quarter’s sales quota with utmost confidence? Progress is progress, no matter how small. Salesforce Best Practices for CEOs and Sales Executives Your Salesforce implementation should be more than just a set of features.

Objectives and Key Results

RingDNA

APRIL 11, 2025

What it Measures: The total number of attempts a rep makes to call prospects in a given day Value: Many sales organizations have a dialing quota since more dials can equate with more meaningful sales conversations and revenue. Value: More conversations each day virtually always correlates with higher quota attainment.

Quota

SaaStr

JULY 11, 2025

But the data suggests otherwise—companies with high AI adoption actually show lower late renewal rates (23% vs 25%) and higher quota attainment (61% vs 56%). Start by measuring your current cost per opportunity, quota attainment rates, and headcount ratios. The companies figuring this out now are going to be very difficult to catch.

GTM

Hubspot

JUNE 16, 2025

Instead of generic inquiries, dig into specifics that showcase your strategic mindset like: What does your top performer do differently than everyone else? Mike Peditto , director of talent at career growth platform Teal , suggests asking a question related to quota attainment. What's your typical customer journey from lead to close?

Objectives and Key Results

Highspot

JULY 29, 2025

Sales reps who leverage task automation tools and AI are more likely to meet quota. As you consider your marketing and sales goals , ask yourself questions like: Which ‘simple’ tasks consume a lot of manual effort but add little strategic value? Task automation doesn’t just help at a micro level.

Go To Market

Salesforce

JULY 24, 2025

But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. The tech industry is everything I wanted: fast-paced, complex, and strategic. It taught me consistency, strategic focus, and pipeline ownership. How did I do it?

Cold Call

RingDNA

JULY 2, 2025

It’s ideal for both B2B and B2C sales professionals aiming to sharpen their sales instincts and improve quota attainment. The course emphasizes trust-building, persuasive communication, and consultative closing techniques. Duration: 6 weeks (self-paced with daily modules) Cost: ~$695 2.

Retail

SalesHood

JULY 11, 2025

Even when it’s accessible, reps aren’t always trained on how to use it strategically within their sales process. 45% of overwhelmed sellers miss quota Source: Gartner Sellers are juggling more than ever—multiple tools, complex product lines, new messaging, evolving buyer expectations. Top teams are evolving.

Quota

Hubspot

JANUARY 14, 2025

When it comes to B2B sales, relationships, strategic alignment, and trust determine the success of everything, from initial prospecting to long-term client retention. Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers.

Negotiate

Hubspot

MAY 26, 2025

I was just a kid with a phone, a quota, and crippling self doubt. That kind of strategic intel doesnt come from a spreadsheet. I can get out of flight-or-fight and worrying about my quota all of the time. No one would expect me to go into sales, a field thats all about forging new relationships.

Cold Call

Salesforce

NOVEMBER 15, 2024

The manager role involves strategic planning, performance analysis, and fostering a motivated and productive SDR team. Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. SDR or Sales Manager: The SDR Manager oversees and guides the SDR team. Complete onboarding 2.

Tradeshows

Highspot

MAY 26, 2025

For example, sales reps with low engagement in sales coaching sessions are 30% less likely to hit quota. Quota attainment: By linking training and content to sales outcomes, sales enablement analytics show what works. For example, sales reps with access to high-engagement content and onboarding hit quota 30% more often.

Objectives and Key Results

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. Key Growth Drivers 1.

Territory

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. According to recent research from Gartner , companies that invest in data-driven sales operations see 15% higher quota attainment and 20% faster sales cycles.

Government

Highspot

JULY 13, 2025

Add in the fact that today’s sales forces face “long hours, constant rejection, and relentless quotas [that] can wear down even the best reps,” as change management and company culture expert Chris Dyer recently wrote for Inc. , and it’s easy to see why sellers are burning out and missing sales targets.

B2B

SaaStr

JUNE 23, 2025

Evaluate Your Sales Efficiency Are your sales reps hitting quota? Test out whether your quotas are realistic and whether your reps are closing deals at a sustainable cost. Long CACs can be OK in big enterprise deals, but even there you often need the cash to fund them. Are you running out of leads in your core market?

GTM

SaaStr

JUNE 29, 2025

” What Revenue Operations Actually Means : “The operations team that supports the revenue function, which can support sales, design the quota, design commissions, and design go-to-market strategies and leverage data to make good strategies for the team.” Today, we call it the revenue operations function.”

Cross-sell

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

Understanding the Sales Force

MARCH 16, 2025

Salespeople who don’t buy-in should be replaced if they are also guilty of not meeting or exceeding quota. Stay away from SPIN, Challenger, Strategic Selling, and others like them that do not provide a cradle to grave sales process. There are many to choose from and most of the options are not complete sales processes.

Growth

Highspot

JANUARY 23, 2025

Sales reps often juggle multiple demandsmeeting quotas, showcasing product value, and forming authentic customer connectionswhich require a healthy mix of soft and hard skills. Strategic thinking helps sales reps tailor pitches that address complex buyer needs.

Objectives and Key Results

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. As a result, quotas are more reasonable and reps are less discouraged.

Commission

RingDNA

JUNE 6, 2025

According to Gartner’s 2025 Strategic Roadmap for an AI-First Sales Organization¹, Revenue Action Orchestration is a key capability for enabling AI-powered sales execution at scale ( Gartner Report ). times more likely to hit quota. Legacy sales tools were built in silos. This is what Revenue.io

CRM

PandaDoc

JUNE 26, 2025

” – Will O’Neil, Head of IT & Strategic Enablement at Nomad Ready to streamline your sales process and close deals faster? “PandaDoc’s HubSpot integration is second to none in comparison to competitors. It allows us to get a lot of information from the CRM directly into PandaDoc.” See how PandaDoc can work for you.

CRM

RingDNA

MARCH 18, 2025

This leads to stalled deals, missed quota, and slowed growth. Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. If this sounds like you, don’t worry; you’re not alone.

Conversion

Hubspot

JULY 22, 2024

I am calling about our software that helps you with the strategic implementation of your biggest problems from Outbound Company. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello? Rep: Aja Frost, my name is Dan from Outbound. second pause) How are you doing today? Is this a priority for you today?

Cold Call

Highspot

AUGUST 12, 2025

Source: Highspot State of Sales Enablement Report 2025 ) Why increasing sales velocity is a strategic imperative for go-to-market teams “Top sales leaders don’t rely on assumptions or high-level process maps,” Gartner Sr. That means less time stuck in deals, more sales won, and a team that keeps hitting quota without burning out.

Pipeline

SaaStr

JANUARY 15, 2025

Let customers start a free trial instantly, but use that trial strategically: “We’re really using it as a way to witness the behavior of the customer… Where do they go first? Churn is naturally higher, so you have to trim off a few days of the sales cycle to allow AEs to more easily hit quota. Where do they get stuck?”

Contract

Partners in Excellence

DECEMBER 2, 2024

Often, quota, is something they pass, seeking to achieve the goals they have established for themselves. Visionary and strategic orientation: Strongly aligned with the organization purpose, values, and goal. They take ownership for failures, never seeking to blame others.

High impact

RingDNA

MARCH 26, 2025

LinkedIn is no longer a nice to have in 2025, whether you’re a CEO shaping your company’s vision, a COO optimizing processes, or an SDR hustling to hit quota. CEOs & COOs: Need to build strategic partnerships? Strategically grow your network, and you’ll be amazed at how opportunities begin to unfold. It’s that simple.

Closing

Understanding the Sales Force

JANUARY 4, 2025

Strategic Account Plans Account Retention Average Gross Profit Average Account Value Lifetime Account Value There are more but you get the gist of it. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list.

Quota

Sales Hacker

NOVEMBER 22, 2024

This is due to the fact that enablement spans a vast spectrum — from content and training to strategic adoption of tools like AI. Measure impact : Track adoption and its effect on performance metrics like quota attainment and velocity. Defining sales enablement in 2025 Sales enablement remains a somewhat ambiguous concept.

GTM

Highspot

APRIL 14, 2025

Turn Onboarding Into a Strategic Advantage Whether youre building from scratch or optimizing a mature program, the goal of onboarding is the same: ramp sellers effectively so they can start performing faster. Customers who train their reps with Highspot report a 24% increase in average rep quota attainment.

High impact

PandaDoc

JUNE 6, 2025

This depends on the metric, but here are a few examples: Weekly or bi-weekly : This is for activity-based KPIs, including quota attainment, time to first sale, or sales cycle length. Quarterly or annually : These check-ins are great for focusing on strategic indicators like customer lifetime value (CLV) or enablement program ROI.

Objectives and Key Results

Sales Hacker

APRIL 25, 2025

Sales, marketing, and CS aligned to serve them , not just quota math. They were designed around natural customer buying journeys: corporations, fund admin clients, private equity firms. Growth gets easier when your org chart mirrors your customers paths. Share Tag GTMnow so we can see your takeaways and help amplify them.

Growth

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