PandaDoc

NOVEMBER 15, 2021

Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. Maintain your on-target earnings (OTE) at or above the average for the role, industry, and region. The mission should be distinct and specific.

Sales 52

Sales Quota Trust Promote 52

Heinz Marketing

SEPTEMBER 17, 2018

Melissa: Yeah, so I’d say that sales enablement, I fell into it, I think like a lot of folks do, they fall into sales enablement through a function of necessity and accident, happy accident. Melissa: My strong opinion is that the sales enablement function should report up into sales. Melissa: Yeah.

Pipeline 61

Pipeline X-functional Sales Up-sell 61

SaaStr

OCTOBER 5, 2020

By round-robin, by territory, by whatever. Each one consumes X% of your leads. You want three things: (x) a great boss, (y) ability to make serious coin, and (z) a winning product. You have to have quotas that 80% of the reps can achieve. Having a minority of reps hit quota helps no one. Not directly.

Territory 112

Territory X-functional Quota Promote 112

SaaStr

AUGUST 9, 2019

In a SaaS business, you want to be anywhere from 4 to 6x, your on-target earnings from a quota perspective. Vikas Bhambri: We’re going to ask them to build territories, build awareness, create their own pipeline, et cetera, especially in the mid-market enterprise, which you also have to understand also takes time.

Finance 53

Finance X-functional CRM Engineering 53

Highspot

MAY 20, 2022

Sales plays can be created to support different regions, product lines, or buyer personas; this ensures that your reps’ tactics match different buyer needs. This will lead to uneven results: some reps may find their own way to sell the new product; others will struggle and fail to meet quota. on their own.

Territory 52

Territory X-functional Cross-sell Sales 52

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

Heinz Marketing

JUNE 4, 2018

– Territory and Market Optimization – executing to high conversions on the active funnel. I think your customer base grows by two X it seems like every month these days. So gone are the days of feature functionality, obviously have a great product to sell, but more important, it’s getting to know the buyer, right?

Pipeline 54

Pipeline Sales Drivers/motivators X-functional 54

SaaStr

JULY 15, 2020

X and it’s not [inaudible 00:20:29]. I mean, there’s a couple public companies, several private companies, but it had step function. What I mean step function, I’ll give you some real numbers. So massive step function. If you can achieve X, Y, and Z everybody’s going to love you.

X-functional 60

X-functional E-commerce Growth Retail 60

Hubspot

AUGUST 8, 2019

Percentage of sales reps attaining 100% quota. Revenue by territory. Imagine one of your reps isn’t hitting her quota. The less time it takes a salesperson to meet her quota, the higher her sales productivity. Nothing makes team quota slip further out of reach than unexpectedly losing a high (or even average) performer.

X-functional 94

X-functional Quota Cross-sell Contract 94

Salesforce

JANUARY 31, 2024

As an illustration, I used to sell appointment-scheduling software — a single-function solution for easier meeting set-up. It’s also competitive internally, with AEs frequently competing against each other to hit quota faster. Many tech tools are multi-feature these days, however.

Networking 59

Networking B2C Cross-sell Negotiate 59

Sales Hacker

MAY 9, 2019

Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. A recoverable draw makes more sense if your sales rep is taking over an established territory where brand name helps close 80% of the business. For example, one year my team fell $400k short on quota.

SQL 104

SQL Commission Customers Non-Profits 104

SaaStr

JANUARY 21, 2020

I was a local sales manager or regional manager. Quota $30,000 in recurring revenue every month. Hey Dan, these are the quotas that we talked about during the interview process. Thought it was 20,000 was my ramp quota. Some of you might be familiar with it. What are the behaviors that you’ll be monitoring?

Quota 104

Quota Sales Healthcare Territory 104

SaaStr

SEPTEMBER 13, 2020

Here, what you really want to think about is testing out two or three reps, seeing how they work, see if their quotas are about right. I had regular quota carrying sales rep on top of everything else. ” Did you hire the wrong first generation management team because you hadn’t done those functional areas before?

Non-Profits 63

Non-Profits Strategize Trust Growth 63