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 80

Quota Cold Call Outside Sales Territory 80

Sales Hacker

JULY 26, 2021

It’s no secret that technology’s evolution is changing the way sellers sell. Seen through this lens, any sales processes that ask employees to jump through hoops is not only unnecessary but is setting up younger employees to fail. Eighty percent of the prospecting sales force is under 25 years old. Today’s sales processes.

Quota 121

Quota Cold Call CRM Sales 121

Sales Hacker

SEPTEMBER 30, 2022

The data is in, emotion sells, not just logic. Join us to learn how you can level up your EQ. You’ll learn: Why women achieve 8% higher quota attainment than men. What happens when you sell with emotion. Moderator: Leslie Venetz – Founder of Sales Team Builder LLC. Why soft skills are actually a super-power.

Quota 76

Quota GTM Strategize Up-sell 76

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 89

Quota Angle Price Prospecting 89

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” since 2018.

Quota 81

Quota Cold Call Strategic planning Contact 81

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.” If you sell complex enterprise software, a show-and-tell format may not be useful or persuasive enough to demonstrate your solution. Set up the platforms you’ll rely on and practice.

Quota 75

Quota Sell Up-sell Sales 75

Sales Hacker

MARCH 13, 2020

In it, Chief of Sales Insights at Serve Don’t Sell and host of the Modern Sales Podcast, Liston Witherill, shows you how to smash your quota by shutting up and listening better. Liston Witherill is a Sales Behaviorist who helps people like you ask questions with a purpose so you can sell more services. What You’ll Learn.

Quota 70

Quota Consult Up-sell Clients 70

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, you don’t want to miss this killer social selling event. It’s gonna be crazy.

Up-sell 116

Up-sell Gaming Sell Quota 116

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. Lead response time in a sales context is measured as the average time span between a lead self-identifying and a sales rep promptly following up.

Product 130

Product Quota Objectives and Key Results CRM 130

Engage Selling

OCTOBER 22, 2014

There’s no reason why every salesperson should have the same quota. There’s no reason why every salesperson should have the same quota. Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching sales quota The Sales Leader'

Quota 72

Quota Sales Up-sell Sell 72

Engage Selling

OCTOBER 15, 2014

Podcast Series: The Sales Leader 3D Sales Training System Colleen Francis Engage Selling Solutions Lead Up! Sales Coaching sales quota The Sales Leader' Today I’ll explain why NOT setting your targets correctly will ensure your team will NOT perform the way you want.

Quota 82

Quota Up-sell Sell Sales 82

Outreach

MAY 13, 2018

Through a road paved by making Frappuccinos, planning weddings, leasing apartments, and other random jobs, an obvious next step in my career would be software sales ;) However, I soon realized that the skills that I had that made me good at being a mom also helped me in my ability to sell.

Quota 97

Quota Closing Sales Trust 97

Salesforce

JULY 6, 2023

We wanted to know what sales book made the lightbulb go off above their head, along with their favorite passages and the takeaways that changed how they sell. How it made Richardson a better seller: “The Toltecs didn’t sell enterprise software, but these principles help me every day,” she said. It’s how you show up.

Quota 86

Quota Closing Education Sales 86

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.” since 2018.

Quota 52

Quota Cold Call Strategic planning Contact 52

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. Life, selling, politics, competion, etc.

Quota 121

Quota Objectives and Key Results Gaming Start-ups 121

Veloxy

JANUARY 2, 2024

However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. While you may want your sales team to focus on selling, they also spend much time on administrative tasks. In doing so, you can give your reps more time to sell while helping them reach more qualified leads.

Product 246

Product Territory Objectives and Key Results Sales 246

Veloxy

JUNE 6, 2022

Field reps pivoted to remote or inside selling. As numbers began to sink rapidly, outside sales advocates were concerned about the future of their once historically quota crushing profession. This made up for 15.99% of all challenges experienced by our panel, as respondents were able to choose multiple challenges.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

Sales Hacker

MAY 31, 2021

A hundred percent of the people we sell to are human. 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. And people like to laugh and smile. Warm outreach video. Talk to their boss?

Quota 80

Quota Closing Legal Contract 80

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 216

B2B Objectives and Key Results Pipeline Sales 216

A Sales Guy

APRIL 1, 2013

We’ve had our first chance to make quota. Was it aligned with goals and quota? Did they meet their goals (quarterly quota, number of new prospects, number of calls, meeting with the CIO, X dollars of new product sales, etc.)? Are you in tune with the information that affects the sales person’s selling environment.

Quota 113

Quota Sales Up-sell Meeting 113

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Commission Territory Government 113

A Sales Guy

FEBRUARY 6, 2015

The biggest gap in sales is quota and quota assignment. Quota is almost always dolled out willy nilly, with little understanding of the market or what the organization is capable of doing. When this doesn’t happen, goals are missed and working/selling harder doesn’t solve the problem. It was a catastrophe.

Quota 113

Quota Sales Pitch Growth 113

Salesforce

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. Even though it’s harder to sell, reps still need to hit their numbers. If they sell just one of those products, their net pay is $100,00 + (.1 The pressure is on.

Commission 104

Commission Territory Quota Drivers/motivators 104

Veloxy

JANUARY 19, 2022

When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

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 84

Go To Market GTM Non-Profits Quota 84

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. Low performers may have given up on their number and feel a reduced sense of urgency and hustle at year-end.

Quota 188

Quota Pipeline Drivers/motivators Negotiate 188

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 110

Quota Teamwork CRM Pipeline 110

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 20, 2023

That’s a lot of pressure to add on top of economic uncertainty and rising quota. Much has been said and written about the human side of selling. And how exactly should you apply it to everyday selling activities? Say you’re trying to sell software to the CTO of a large corporation.

Sell 246

Sell Quota Sales Cold Call 246

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

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. And how many hit quota?

Sell 108

Sell Quota Commission Contract 108

Veloxy

AUGUST 31, 2023

Aim for the moon with targets and quotas In the words of the famous Michelangelo, the greater danger doesn’t lie in aiming too high and falling short. If you’ve been meeting quota attainment for the past few months in a row, then you’re clearly underplaying your real potential. However, salespeople tend to miss the bigger picture.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

FEBRUARY 6, 2024

Answers from the CEOs of Twilio, Veeva, Amplitude, HubSpot, Gainsight and More I wanted though to do a deep dive on just one piece — a few thoughts how to sell that second product. Too many sort of think it will sell itself with the same team, motions, etc. So they’ll really just sell what’s easiest.

Product 82

Product Sell Quota Launch 82

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. They put up a bunch of billboards throughout San Francisco and targeted people in those areas.

Quota 95

Quota Commission Networking Drivers/motivators 95

A Sales Guy

AUGUST 31, 2015

As if you didn’t already know, social selling makes a difference in sales. The two studies we’ve done prove it out, you can download them both free here: Social Media and Sales Quota Attainment. If social selling works, then you don’t want to miss this killer social selling event.

Up-sell 62

Up-sell Gaming Sell Quota 62

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. Quota is missed most by this group.

Quota 127

Quota Territory Clients Start-ups 127

Partners in Excellence

MAY 30, 2023

The world has changed, but we are still doing the stuff we’ve always done–at least in selling. We may have buffed them up a little to make them look shinier, but underneath they are what we have always done. We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing.

Objection handling 106

Objection handling Quota Entertainment Up-sell 106