The Bridge Group

MARCH 5, 2024

Here's a peek at what you'll find inside: SaaS Account Executive Quotas Median annual ACV quota for a SaaS AE rose to $800K (page 32). Taking a step back, we see that quotas have risen modestly, at just a 2% compound annual growth rate, since 2012. The largest factor in determining quota is ACV (page 33).

Compensation 50

Compensation Report Quota Commission 50

A Sales Guy

JANUARY 2, 2012

Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Sales leaders, pull out your 2012 sales strategy right now. The best thing sales leadership can do in 2012 is support the sales team. Take a look at your plan for 2012 then ask a very simple question.

Sales Leadership 105

Sales Leadership Collateral Analysis Quota 105

Partners in Excellence

DECEMBER 23, 2011

I’ve never written about Quota measurements–the “grand-daddy” of all sales measurements. I thought I’d write about Quota for a couple reasons. Also, there’s an important aspect about Quota too many sales people overlook. Quota is usually measured in Revenue or Orders.

Quota 89

Quota Consumer Top of Funnel Revenue 89

The Ultimate Sales Executive Resource

SEPTEMBER 22, 2017

According to CSO Insights World Class Sales Practices Report , quota attainment averaged across all geographies, industries and size companies has dropped from 63% of salespeople in 2012 to 53% in 2016. I discussed this question already almost 9 years ago in this blog post: Sales Quota Attainment: Who's Performance is Measured?

Quota 40

Quota Outsourcing Services Compensation Churn 40

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. Granted, salespeople don’t die if they fail to meet quota. Failure is not an option.”

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

DECEMBER 25, 2012

You trusted our team to help you make the number in 2012. Here is a look back at the past year through the lens of a Classic Christmas Carol. Enjoy and feel free to submit your own suggestions. If you enjoyed this post, get free updates to help you make the number by subscribing by Email or RSS.

Buyer Persona 253

Buyer Persona Lead Nurturing Sales Qualified Lead Campaigns 253

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. So if 2011 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2012 your best year ever.

Hiring 69

Hiring System Call-back Sales Management 69

The Pipeline

DECEMBER 26, 2012

A time when we make it a goal to do, stop doing and other resolutions that we hope will make the new year better than the one that just passed; although on reflection 2012 was pretty good. Here I don’t just mean did you hit quota, but your own personal targets, as they relate to you as a sales person, not those in your personal life.

Referrals 326

Referrals Maximizer Sales Cycle Quota 326

Steven Rosen

AUGUST 12, 2012

Strategically allocate resources to achieve sales quotas. Join 19 well-respected sales innovators, authors and trainers from across North America, Sales Summer School delivers ideas and actions that you can take immediately to improve your sales results for year-end 2012 and beyond.

Webinar Metrics 264

Webinar Metrics Segment ROI Maximizer 264

Score More Sales

MAY 3, 2013

Quota responsibility. I have not even mentioned quotas yet - how big of a quota is an individual used to having, and how successful were they at reaching it? Inside or Outside. Solution Maturity – If they have sold a brand name product for some time, and move to a company with little brand recognition, how might they do?

Company 226

Company Hiring Quota Inside Sales 226

Understanding the Sales Force

DECEMBER 19, 2012

We have "appointment setters" that have a quota of 16 appointments per quarter. At yesterday's Top Sales Awards event , I was honored with three awards for 2012. My Blog - Understanding the Sales Force - won Silver for Top Sales & Marketing Blog of 2012, the 2nd straight year of being recognized.

Follow-up 228

Follow-up Incentives Incentive Sales Qualified Lead 228

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees. Creating Transparency for Commission-Based Pay Models.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

No More Cold Calling

DECEMBER 10, 2020

Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. He told me: “Joanne, if I told my team they’d get a $50 bonus if they met their quota for the week when I returned from lunch, they’d still be scrambling. It was a Friday.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

The Pipeline

DECEMBER 27, 2012

A time when we make it a goal to do, stop doing and other resolutions that we hope will make the new year better than the one that just passed; although on reflection 2012 was pretty good. Here I don’t just mean did you hit quota, but your own personal targets, as they relate to you as a sales person, not those in your personal life.

Referrals 222

Referrals Maximizer Sales Cycle Quota 222

Understanding the Sales Force

DECEMBER 11, 2012

CSO Insights - How Many Salespeople Made Quota in 2010? c) Copyright 2012 Dave Kurlan Harvard Business Review Revealing Study of Salespeople Makes News. IDG and CEB Draw Conflicting Conclusions on Sales Effectiveness. If You Structure Your Sales Force Like the Big Companies. HBR Blog – Worst Question for Salespeople to Ask.

Study 173

Study Quota Software Software 173

No More Cold Calling

OCTOBER 25, 2013

Research from CSO Insights shows that while only 63 percent of sales reps made quota in 2012 , revenue targets are 16.4 But you simply don’t have time to meet with them in person, right? There’s no doubt we’re all busy. percent higher this year. That’s a lot of pressure—and a lot of work.

Networking 270

Networking Referrals Decision Maker Small Business 270

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.

Hiring 188

Hiring Territories Compensation Forecasting 188

SBI Growth

DECEMBER 13, 2012

Quota Attainment: Turnover caused by poor compensation and quota plans. Finish up 2012 with your current metrics and then implement a clean slate for 2013. Career Progression: Ability to source sales leadership from within the organization. Framework for Predictive HR Analytics. Your choice of metrics will make the difference.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SBI Growth

AUGUST 9, 2012

During a wide-ranging set of interviews SBI conducted with HR leaders in 2012, this concern was raised over 60% of the time. These reps had only attained 65% to 85% of their sales quota, so they were not yet earning accelerated commissions for 100%+ achievement. I have seen this with many sales leaders. Invite Yourself.

Resources 288

Resources Closing Hiring Compensation 288

Sales and Marketing Management

JULY 26, 2018

But, according to data from CSO Insights and Buyer Zone, in 2012, 56 percent of all businesses used CRM and 63 percent of salespeople achieved quota. If mere access to data was the key to sales results, the widespread use of CRM should have had a “rising tide lifts all boats” effect on sales.

Training 206

Training Penetration Government CRM 206

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. When the GDP is up, the lead rate increases, and vice-versa. Lead rates never dropped to zero.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Anthony Cole Training

DECEMBER 17, 2012

Did we hit our sales quota? The response to this offered webinar has prompted me to write this and maybe, just maybe inspire you to really focus on preparation to succeed as you close out 2012 and begin to look ahead into 2013. In sales management you would likely look at sales. If yes = success, if no = failure.

Sales Management 205

Sales Management InsideView Webinar Metrics Incentives 205

Score More Sales

MAY 27, 2013

Yes, I know how busy you are – I was a seller with a quota and territory for many years. Remember that positioning yourself online, finding strategic partners, and listening for insight into your niche should not compete with calling or connecting time. It may not be easy, but it is do-able. And you must do it to get ahead.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Score More Sales

APRIL 1, 2013

When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. OR , you have dollar quotas to hit. number of meetings or demos set up with qualified buyers. number of appointments set for an outside rep to call on – with qualified buyer.

Inside Sales 225

Inside Sales Infusion Sales Qualified Lead Call-back 225

A Sales Guy

MARCH 26, 2013

The Social Media and Sales Quota Report will be released this week and boy are the findings interesting. Working with Barb Giamanco over at Social Centered Selling, we set out to find out what impact, if any, social selling, that is using social media as part of the selling process, had on revenue and quota attainment. In 2012, 72.6%

Social Selling 115

Social Selling Report Revenue Social Media 115

The Sales Hunter

JANUARY 6, 2012

January is “Prospecting for Sales Month” Jan 06, 2012. It’s the start of a new year, and for most salespeople, it means the start of a new quota. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012. January 2012. Contact Mark.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Pipeline

MAY 13, 2013

Consider that according to the United States Department of Labor, there just under 14 million people employed in sales as of May 2012 in the USA. After all, almost 50% of sellers do not make quota, this would not be tolerated in any other department. But in the end no one said they wanted to go into sales, not one.

Construction 267

Construction Software Software Sales Leadership 267

Jeffrey Gitomer

MAY 9, 2011

Maybe you’re not in a big slump, but just can’t seem to hit the quota numbers. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Not making enough (or any) sales? Is it the economy or is it YOU? Raleigh, NC.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. Quota Attainment- What percentage of your sales team achieved quota? How did your team do? How did you do perform personally? For example did you: Reach your New Customer acquisition targets? Retain your most important customers? Manage your talent properly?

Hiring 306

Hiring Margin Quota Inbound 306

SBI Growth

JUNE 27, 2012

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Quota 257

Quota Leads Marketing Qualified Lead How To 257

Score More Sales

AUGUST 20, 2012

Carries a quota. Carries a quota (often). Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Outside Sales.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Old school approach would be: you spread your quota and investment dollars across all programs evenly. We’re focused on the 2013 sales strategy and hitting the quota next year.

Strategy 293

Strategy Analysis Quota Resources 293

Engage Selling

APRIL 21, 2012

A client of ours – individual contributor – had a quota in 2011 of $7 million. In 2012 her quota was set at $11.5 What do you think of her 2012 target? She blew those numbers away hitting $12million by December 31. She manages 1 customer only, who completes multiple projects each year with her firm.

Quota 80

Quota Customer Sales 80

The Sales Hunter

NOVEMBER 16, 2012

” The number of goals, quotas, budgets, etc. Copyright 2012, Mark Hunter “The Sales Hunter.” I hate to say it, but that is exactly what happens with far too many salespeople. Just because they’re down and things don’t look promising, they pack it in and “go home.”

Motivation 221

Motivation Webinar Metrics Comparison Sports 221

Jonathan Farrington

DECEMBER 4, 2011

Some 2012 Predictions for the Sales Space. Why will 50% of salespeople miss quota in 2011? Later this week, I’ll be examining the reasons why so many sales professionals missed quota this year. In 2012, let’s hope more of the other 95% catches up. Copyright © 2012 All Rights Reserved. Will it be 60% next year?

Decision Maker 34

Decision Maker Retention Twitter Buying Cycle 34

SBI Growth

SEPTEMBER 11, 2013

Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Compare this to reps with around <250 connections, where just 52% make their quota.). Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Hands down. Think investing in email blasts is better? open rate (Google, 2013).

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Pointclear

JUNE 15, 2012

2012: Companies Lifting Off with Higher Budgets for Marketing & Lead Generation. Marketing managers should start with quota and figure out how many inquiries are needed to reach it. Charged with wealth building for the company, the marketing managers have to create buzz, inquiries and leads—all linked to quota.

Lead Management 113

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 113