SBI Growth

OCTOBER 8, 2013

Now is the time to plan for 2014. You both know for cost reasons what the quota per salesperson needs to be. So you simply divide the revenue number by the average quota number. Below is a quota distribution chart. On the right side vertical axis are quota numbers expressed as dollars. It might not look promising.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You don’t need anyone else to insist that you significantly increase revenue in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. I’m betting your answer is YES.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. This post is for Sales Leaders to plan for success in 2014 and beyond. The Sales Leader 2014 Planner helps with the “first 4 hours”. The 2014 Plan has 3 times that are particularly busy. Assessment of the comp and quota plans for a possible change. It takes quite an effort.

Hiring 280

Hiring Face-to-face Energy Call-back 280

SBI

JULY 16, 2013

Most organizations live and die by quota. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance. In many ways, it’s easy to understand why we focus so intently on quota. Remaining quota is y.

Quota 135

Quota Revenue Forecasting Hiring 135

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” In this post we will dig into the top 5.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Discover the best way to make your 2014 number. Become world class and make your number in 2014. As you examine your team, you may expect some to exceed quota.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

Steven Rosen

MARCH 25, 2014

This year the bonus plans have a super bonus portion, which accelerates when a rep is 5% over quota. Janet wants to get 2014 off to a great start. Janet’s goal in 2014 is to reach the top 10% of the country and she is focused. It pays its reps a combination of salary and bonus for achievement of targets.

Coaching 288

Coaching Salary Energy Motivation 288

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

The ROI Guy

DECEMBER 13, 2013

Revenue growth is a requirement, and the primary strategy Sales Execs are executing to grow in 2014 is to add more sales reps. New research from Qvidian indicates that 2/3rds of companies surveyed expect to grow their sales teams in 2014, with most indicating headcount growth between 10-30% next year. Adding reps in 2014 to grow?

Revenue 70

Revenue Lead Rank Lead Scoring Survey 70

SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. This type of team is what will allow you to make your number in 2014.

Territories 300

Territories Scale Guidelines Groups 300

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Are your quotas based on your ideal customer spend and ideal prospect opportunity?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. Knowing these complaints, you can build your 2014 plan to avoid them. Especially if the number of sales reps hitting quota is usually low. On the contrary, it may be that Reps are resigned to not making quotas. Mix this with market trend insights.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

OCTOBER 2, 2013

How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. Reach: You will make your 2014 number based on the quantity and quality of connections. And people who have 5000+ connections have a 98% chance of attaining quota. But how does a Sales VP use social selling?

Case Study 319

Case Study Social Selling Study Decision Maker 319

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. What referral-selling goals have you set for your team in 2014? Set manageable goals instead. The media is flooded with articles about resolutions right now.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Your Sales Management Guru

JANUARY 7, 2014

Excellent sales organizations will have each salesperson complete a six month detailed sales business plan that will include defined personal and professional goals and depending on the type of product/services an organization offers, a forecast that equals 3X assigned quotas.

Forecasting 73

Forecasting Quota Compensation System 73

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. As you’re planning for 2014, don’t just give your sales team an annual quota and expect them to make it rain. The New Year is in full swing.

Referrals 224

Referrals Cold Calling eBook Small Business 224

SBI Growth

NOVEMBER 20, 2013

Within a year, he exceeded his quota. Read on and be better prepared to retain, hire (or become) a top sales rep in 2014. Quota & Compensation: Fairness and realism are the keys. They ask about how quotas are calculated to ensure they are attainable. Fortunately, he accepted the job offer. What Top Performers Need.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. This goal may be a revenue quota, or something else entirely. How to Make Your Number in 2014: A Sales Strategy you can execute. Concentrating on social debt now paves the way for a strong, successful 2014. First, you need to have a strong LinkedIn Profile.

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. If a rep is not retiring quarterly quotas within a year, let them go. By investing in both in 2014, you will set yourself up for long term success. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

OCTOBER 22, 2013

Companies are deep into 2014 planning. As part of that, they are evaluating comp plans and quotas. Are you making your quota? What percentage does your quota make up of the company’s number? The Sales Rep Value Calculator will help uncover earnings and quota trends.

Compensation 300

Compensation Trends Quota Exercises 300

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. When new territories and quotas are assigned, other pastures look temptingly green. Quota attainment is one clear and regular indication of performance. You will only Make Your Number in 2014 if you maximize their potential.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

SBI Growth

JULY 14, 2013

Quotas : Your most important player statistic. Are your quotas attainable and reflective of current performance and market potential? Realistic Quota Setting. Here’s one last parallel to consider regarding quota setting. In addition, if Green Bay traded all their best receivers, would Rodgers make his “quota”?

Territories 328

Territories Incentives Incentive Compensation 328

SBI Growth

AUGUST 9, 2013

Sign up for Making the Number in 2014: A Sales Strategy You Can Execute. Perform an analysis of Sales Manager team quota performance broken out by sales rep. Be informed by accomplishing these critical actions: Review the key indicators quarterly at a minimum: Quota performance, turnover, win rate etc. Author: Dan Perry.

Sales Management 288

Sales Management Forecasting Analysis Margin 288

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect. Why is this?

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. The opportunity to sell a hot product can quickly retire a full year quota. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Act now to ensure that you Make the Number in 2014.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation Targets 282

SBI Growth

DECEMBER 19, 2013

He had been given an aggressive goal for 2014. I completely lost the battle on the 2014 revenue number” he said. “My Yet everyone had the same quota. The topic was his number. The company’s revenue is in the $700M range. To say he was concerned about hitting the number would be a huge understatement. My boss gave in to the CFO.

How To 303

How To Incentives Incentive Demand Generation Targets 303

SBI Growth

AUGUST 23, 2013

Q1 quota seemed to be a walk in the park. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." This will help you ensure you beat the 2014 number. The year started strong and the team came out of the gates like a racehorse. Not Just a Regular Sales Process.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Missing even more than 5% of your budgeted team can cause a missed quota. Sign up for the " How to Make Your Number in 2014 " research tour. Now you must make the number with less than a full team.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Sales 2.0

AUGUST 17, 2014

There was no way we would need something like this in 2014. My senior management will not pay for something like this in 2014″ 2 mins later, “I don’t understand. He only cares if he makes his quota this year. So before we spoke I thought I’d help this salesperson by telling him the real situation.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

SBI Growth

MARCH 23, 2013

Let’s look at a common scenario: Bob receives his quota number for the year. Ramp failure rate – Average number of reps who never make quota. Bob currently has 54 quota carrying sales reps. Most of the revenue from these new hires won’t be realized until 2014. Your customers will feel neglected. Sales cycle length.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

SBI Growth

SEPTEMBER 1, 2013

How to Make the Number in 2014: A Sales Strategy You Can Execute. In this session, we will cover subjects like: Leading organizational models for 2014. Fewer than 2/3 of reps make quota. To learn more about designing sales organization models, sign up for SBI’s 7 th Annual Research Session. Below average win rates.

Revenue 316

Revenue Hiring Lead Rank How To 316

Increase Sales

JANUARY 10, 2017

Yet sales research continues to reveal consistently achieving quotas is not the current reality. A more recent article in 2014 at e-Marketer stated only 63% of salespeople made their sales quotas. How can people achieve professional goals such as sales quotas when they cannot achieve personal goals?

Sales Leadership 70

Sales Leadership Quota Call-back Facebook 70

The Pipeline

DECEMBER 22, 2014

Percent in Potential Revenue, Accenture Research , shows, “Just 59 percent of sales representatives are expected to achieve his/her quota in 2014, down from 67 percent in 2013.” According to a recent press release from Accenture titled: Mediocre Performance by a Majority of Sales Representatives Cost Companies 3.2

Data 275

Data Cold Calling Revenue Social Selling 275

SBI Growth

AUGUST 31, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. Modified the sales compensation and quotas. There are more in the Culture Creation tool which you can get through the Making the 2014 Number tour. This post lists some attributes of high-performance sales cultures.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Engage Selling

DECEMBER 11, 2014

Also, don’t forget to vote for Nonstop Sales Boom for Top Sales Book 2014 in the 2014 Top Sales Awards! Observations from the real World Colleen Francis customer loyalty Engage Selling Solutions ken thoreson sales quota your sales management guru' Have you picked up your copy of the book yet?

Sales Management 67

Sales Management Loyalty Quota Sales 67

SBI Growth

JULY 29, 2013

You are thinking solely of your own quota. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." “When is this deal going to close?” The worst question a sales leader can ask a rep. This question adds no value. It is a selfish question.

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Closing Forecasting Coaching Buyer 303