Salesforce

JANUARY 9, 2025

As a result, 84% of sales representatives missed their quota last year, and 67% expect to miss it this year. The State of Sales Report found 76% of sales representatives say that enablement strategies , such as support materials, product training, technology training, and one-on-one coaching, prepare them to make quota.

Closing

Veloxy

JULY 23, 2025

Unfortunately, the truth is that tasks such as admin or travel can start to crowd out these much more important steps, reducing the number of honest conversations they have and preventing them from fulfilling their quotas. Territory Assignment and Travel Time Ensure that you also regularly audit your territory assignments.

Product

Salesforce

NOVEMBER 14, 2024

Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. Although this formula is a good starting point, it doesn’t account for ramp times, churn, or new hire plans.

Growth

Veloxy

DECEMBER 9, 2024

Use automation to assign leads based on criteria like territory or deal size. Do you want to hit your next quarter’s sales quota with utmost confidence? For example, automated reminders can be set up for sales reps. That way, they can follow up with leads after a certain period of inactivity.

Objectives and Key Results

Salesforce

MARCH 31, 2025

Consider the stats : 67% of sales reps don’t expect to meet quota this year, and 84% missed it last year. You need to know and grow them as whole people, not just walking quota figures. ” You need to know and grow them as whole people, not just walking quota figures. Salespeople dont need rah-rah hype.

Drivers/motivators

Salesforce

OCTOBER 15, 2024

Businesses typically use sales invoices to calculate financial earnings, quotas , and taxes after they are paid. Sales invoices also serve as a key factor in maintaining accurate financial records. They document transactions and create a permanent record for the company.

Finance

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

JULY 29, 2025

Badger Maps is built for territory planning. Some apps focus more on territory planning. Apps like Badger Maps and SalesRabbit offer mobile tools for mapping and territory planning. Read this popular ebook to fast track your team to success in 2025 and beyond! SalesRabbit is made for reps who go door to door.

Product

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.

Territory

Salesforce

NOVEMBER 15, 2024

Here’s an example of what a scorecard like this might look like: Quota Milestones Mastered Skills Level 1 12 meetings/mo 1. Pain Points 101 SDR career progression levels In this hypothetical tier system, to graduate out of the SDR role, team members must complete all Level 4 requirements and maintain quota attainment three quarters in row.

Tradeshows

Salesforce

NOVEMBER 12, 2024

She was struggling with hitting her sales quotas, and looking at her email open rate, it wasn’t hard to understand why: Only a small fraction (2%–3%) of her potential clients opened her emails, and her conversion rate was even lower. Without this component, it’s impossible to resonate with them.

Transportation

Hubspot

JUNE 16, 2025

How is the sales team structured, and how does that impact territory management? Mike Peditto , director of talent at career growth platform Teal , suggests asking a question related to quota attainment. Asking what percentage of people in the role hit quota last year can be very important. Peditto explains.

Objectives and Key Results

Highspot

JULY 29, 2025

Sales reps who leverage task automation tools and AI are more likely to meet quota. Automation ensures that the moment someone fills out a form or engages with your content, they receive a personalized follow-up or the appropriate regional sales rep is alerted. Task automation doesn’t just help at a micro level.

Go To Market

SaaStr

MARCH 12, 2025

“Marketing is fluffy and unmeasurable” – Unlike sales, which has clear metrics like quota attainment, founders often believe marketing can’t be measured. For product-oriented founders, marketing often feels like unfamiliar territory.

Pipeline

Hubspot

JANUARY 14, 2025

Luckily, they excel at navigating the twists and turns that come with the territory of selling. By clarifying these connections, you empower sales champions to see their work as more than just hitting quotas it becomes an integral part of driving your companys mission forward. Deals are rarely linear. You know this. I know this.

Negotiate

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

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. These challenges compound when teams are spread across different regions and may only meet in person once or twice a year.

Objectives and Key Results

Highspot

APRIL 1, 2025

Customize AI Scenarios for Sales Managers Generic scripts may fall flat, but personalized role plays expose managers to the actual challenges they’ll face, such as handling pricing objections or mediating territorial disputes.

Objectives and Key Results

Salesforce

JULY 24, 2025

Account Executive (AE) : I’m the CEO of my own territory. When I started to connect with senior people, they all had something in common; it wasn’t just about hitting quota. From initial discovery to closing, I own the customer relationship. How did I do it?

Cold Call

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. This poses a huge issue for sales departments.

Commission

RingDNA

MARCH 18, 2025

This leads to stalled deals, missed quota, and slowed growth. location, skillset, territory assignment, search keyword, marketing campaign or marketing channel, distribution preference, availability) so that customers are quickly helped by the rep who is most suited to their needs.

Conversion

Salesforce

APRIL 2, 2025

Artificial intelligence (AI): AI tools like Salesforce AI leverage predictive analytics to analyze historical data and project future sales trends, helping sales teams make informed decisions about their strategies, quotas, and goals.

Product

Hubspot

JULY 22, 2024

I’ve also found that regional companies are a great start to your list, as people love to do business with other locals. Let‘s say you’re looking for US-based hotel companies who might benefit from your on-site goat yoga classes (who doesn‘t want to do Shavasana with a baby goat while they’re on vacation?). Research each prospect.

Cold Call

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

Sales Gravy

FEBRUARY 25, 2025

That pattern helped him stay focused and eventually led him to top-performer status in his region. Craft a Personal Business PlanBreak your annual quota or goals into quarterly, monthly, and weekly targets. That pattern helped him stay focused and eventually led him to top-performer status in his region.

Territory

Understanding the Sales Force

JANUARY 4, 2025

Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Nearly all sales leaders fail to have and/or explain the consequences to their salespeople so they are aware of what will happen if they fail to meet the required targets for items 1-25 as well as quota/revenue.

Quota

SaaStr

AUGUST 1, 2025

Merit-Based Lead Distribution Beats Traditional Territory Models : ServiceTitan revolutionized sales by using AI to route leads to the AE with the highest propensity to close that specific deal type, not round-robin or named accounts.

Non-Profits

Salesforce

JANUARY 6, 2025

The number of factors that impact a commission plan are virtually endless new product launches, market shifts, restructuring, territory changes, new hires, lay offs, quota adjustments. Constant change In the world of incentive compensation, the only constant is change. You get the point.

Commission

Salesforce

FEBRUARY 3, 2025

Quota A measurable goal that sellers are expected to reach in a specific timeframe usually a month, quarter, or year. Outbound sales Outbound sales is a sales approach where representatives reach out to potential leads through cold calling, LinkedIn messaging, or emailing.

Objectives and Key Results

SaaStr

MARCH 29, 2025

5 Non-Obvious Learnings from 3 Elite Revenue Leaders: The “Rainmaker Myth” is Dead – The best CROs aren’t magical deal closers; they’re systematic business leaders who think like CEOs and prioritize team development over personal quota attainment.

Quota

SBI

JULY 16, 2025

The best planning processes take several months, from thinking through core assumptions and strategic bets to setting territories, compensation, and quotas and rolling them out to the team. For most leadership teams, annual planning begins later than it should.

Territory

Partners in Excellence

MARCH 20, 2025

“They are meeting their quotas and our growth goals,” came the response. They had made a number of acquisitions in a couple of years, they had shifted roles, responsibilities, territories tremendously. . “Sales training, our people aren’t performing the way we expect,” came the response. ” I ask.

Real Estate

SaaStr

APRIL 28, 2025

The AI doesn’t make you wait, doesn’t have a bad day, doesn’t push unnecessary upsells to hit quota, and knows the product comprehensively. This consolidation will change org structures, eliminating the territorial battles between teams about who owns which customer interaction.

Negotiate

Understanding the Sales Force

APRIL 24, 2025

This could be anything from a reduction in the size of their territory, having an account reassigned, a reduction in salary, a reduction in the percentage of commission paid, or no longer reimbursing for certain expenses. And of course, a third occurrence of this conversation does result in termination.

Strategic planning

Martech

APRIL 8, 2025

27, 2024, and quotas were set for gender, age and region at a country level. The “Coveo Customer Experience Relevance Report 2025” surveyed two groups of 4,000 adults (age 18 or older) each across the U.S. The first group’s responses were captured between Nov. 21, 2024 and Nov. 21, 2024 and Dec. 9, 2024.

Customers

SaaStr

APRIL 1, 2025

Wiz: Territory Matters More Than Tech Stack Colin Yasukochi (Wiz CRO) demonstrated that even on the path to a $32B acquisition, territory design was more impactful than AI tools. Wiz discovered a direct correlation between territory size and productivity: the tighter the territories, the more effective their sales team became.

GTM

SaaStr

JUNE 4, 2025

You need to: Map your current sales processes to identify which tasks can be AI-enhanced or eliminated Pilot AI tools with your top performers first to build internal case studies Redesign territory assignments and quota structures to account for expanded coverage capacity Retrain your sales team on new workflows that blend human judgment with AI efficiency (..)

CRM