Xactly

DECEMBER 3, 2018

This blog is the third in a series of sales planning fundamentals written by Xactly Chief Sales Officer Marc Gemassmer. Stop Playing Quota Planning Roulette. Part of this includes quota planning. In part one of my sales planning blog series , I discussed the importance of adopting the right approach for this process.

Quota 77

Quota Territories Incentives Incentive 77

DiscoverOrg Sales

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. Because of that, I could identify the several hundred accounts within my territory.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

Hubspot Sales

MAY 14, 2019

The Top Quota-Killing Mistakes. As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. If you take a look at the salespeople who meet their quota, they often have a mix of smaller deals that helped them meet their goal. Q2 : 99% of quota.

Quota 92

Quota Forecasting Buyer Persona Networking 92

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. Here’s what top producers have told us they look for: Territory with abundant opportunity. Attainable quota. Attainable Quota. There are 5 key motivators.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

G2Crowd - Sales Blog

APRIL 8, 2020

A lot of factors contribute to whether or not a sales rep hits their quota.

Territories 119

Territories Quota Sales 119

OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Poor or excessive customer coverage if territories are too small, leading to missed revenue.

Territories 40

Territories SalesForce Incentives Incentive 40

The Pipeline

JUNE 8, 2017

If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game. Now, unless you are one of a privileged few, there is no getting away from the fact that your quota is a number! This may explain why so many sales people fail to achieve quota. Numbers = Accountability.

Proposal 228

Proposal Quota Commission Territories 228

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Before you assume an approach like this isn’t scalable, look again.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales and Marketing Management

AUGUST 30, 2018

Author: Jason Jordan In a previous blog post , I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win the last game in a soccer tournament. This is the equivalent of sales managers telling their salespeople that they “really need to make their quota.”

Coaching 166

Coaching Sage How To Quota 166

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Increased use of blogs, video, webcasts and social media are aimed at the new buyer. Are your territories designed to maximize time with customers and prospects? If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

SEPTEMBER 5, 2012

As if the looming year end wasn’t pressure enough for a sales leader trying to meet sales quota, will the loss of top sales reps pile on? An uncharacteristic drop in productivity that may lead to not meeting quota. A history at your company of easily making quota (points to a lack of challenge). Longer-term improvement.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Xactly

JANUARY 17, 2019

Processes: Are your sales territories balanced ? Territory design. The Right Quotas Start with Data. Quotas are then broken down into expectations for each sales rep who will collectively will help the company achieve its goals. Your Territory Design Matters. People: Do you have enough headcount? Coverage model.

Hiring 70

Hiring Territories Incentives Incentive 70

PandaDoc

APRIL 26, 2023

Territory volume Territory volume is a commission paid off based on revenue from a specific region. As a team, they generated $120k, exceeding the established quota of $100k. Territory volume commission is great for lifting team spirit. So what can possibly be a better incentive than a performance-based bonus?

Commission 52

Commission Salary Margin Hiring 52

The Spiff Blog

OCTOBER 28, 2022

We answer these questions and more in today’s blog post. 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 ( source ).

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Partners in Excellence

MAY 10, 2021

I had a goal, a quota. It is like being president of my own little company/territory. We are no longer “CEOs of our accounts/territories,” instead just being widgets in a process that has been defined by someone who doesn’t have the responsibility to sell. Fewer and fewer of us are achieving our quotas.

Face-to-face 91

Face-to-face Territories Quota Up-Sell 91

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Simple – the very best repeatable recipes are the ones that are simple to make. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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. This is unexplored territory?—?and 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

Zoominfo

MAY 13, 2018

While this advice may sound cliché, it really is important for sales reps to approach their quota one day at a time. If you save prospecting for the end of the month, your quota suddenly becomes much less attainable in the upcoming months. If you’re not making enough calls, you won’t reach your quota. Take it one day at a time.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

SBI Growth

DECEMBER 10, 2013

It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Are they in the right territories? 5) Reallocate the C player territory to your A players. Put them into the absolute best territory. My next blog discusses Landing Top-Tier Sales Talent. Do not take them to SKO.

Territories 300

Territories Scale Guidelines Groups 300

Pointclear

OCTOBER 20, 2016

To date in 2016, these same territory reps have exceeded their numbers. Snatching support away from these territories will cause what I call a ‘bubble in the funnel.’ Here are three facts (from CSO Insights): Fewer than 60% of reps made quota over the past several years. See this blog for specifics. Their “reward”?

Top of Funnel 100

Top of Funnel Funnel Account Based Marketing Sales Qualified Lead 100

Corporate Visions

JULY 2, 2020

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans. Before you assume an approach like this isn’t scalable, look again.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Partners in Excellence

NOVEMBER 3, 2020

We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. Let’s imagine we have two sales people with very similar territories. Both have identical quotas, $5M. We measure a lot of stuff in sales. Both have $10M pipelines.

Churn 111

Churn Marketing Qualified Lead Territories Pipeline 111

Mindtickle

DECEMBER 7, 2023

And then you also have pricing territory compensation management, the list simply goes on. Rahul highlights a great customer example in the cybersecurity space by consolidating tools tracking pipeline risk analytics, ensuring repeatable quota contributions, and focusing on the healthy deals in the pipeline.

Revenue 52

Revenue Hiring Analytics Vendor 52

Score More Sales

AUGUST 20, 2012

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. Works a territory of some type. Works a territory of some type. Carries a quota. Carries a quota (often). Outside Sales. Inside Sales. Travels and makes in-person calls. In office webinars / video conferencing.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Sales Hacker

OCTOBER 7, 2022

The event’s session agenda read much like it has in years past, with topics including sales comp fundamentals , plan design, quotas, analytics, and sales force motivation. Budgets, territories, and quotas are opportune moments in the sales planning cycle. Clearly, the topic remains relevant today. In my experience, few do.

Compensation 80

Compensation Conference Trends Incentives 80

CloserIQ

MARCH 1, 2019

Understanding how the company segments the market and assigns territories will help you get a better sense of its larger strategy and operations. You can ask how they define an enterprise account vs. an SMB These questions can serve as a launching pad for additional questions: How are territories assigned? 100% free and confidential.

Hiring 89

Hiring Segment Face-to-face Commission 89

Pointclear

JULY 20, 2015

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. She had a big territory, but there were small cities, far apart and with fewer buyers. She wasn’t making quota and needed help.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

InsightSquared

APRIL 1, 2019

Because this is a huge topic, we are going to focus this blog specifically on ramping your reps. or a primed opportunity (thanks rep who I inherited the territory from!). I don’t mean when we stop paying them a ramped quota plan. How long does it take them to hit their first full quota attainment? So, how do we do this?

Quota 99

Quota Sales Enablement Sales Leadership Pipeline 99

The Pipeline

MARCH 18, 2011

Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Always looking for the quick (and easy) way to make our quota without needing to care too much about the people we happen to be dealing with at the moment. Increase Sales Blog. Jay reads a blog post by Dan that really hits home here.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. The first boss I fired was good person and we remain friends today but he could not provide me with a viable territory. What more could you possibly ask for?

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Understanding the Sales Force

MAY 28, 2014

Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. Also in the June issue are the Top Sales Article and Top Blog Article for May. Jonathan Farrington interviews Jill Konrath on her new book, Agile Selling.

Training 246

Training Coaching Comparison Territories 246

Score More Sales

DECEMBER 27, 2013

If this is your new quota, or new list of contacts or achievements you must accomplish in your position, we’d just encourage you do to one step at a time, with forward motion going every day. If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. Increase Opportunities.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

OpenSymmetry

AUGUST 22, 2017

Expanding upon SalesGlobe ’s sales incentive design, territory and segmentation, and quota methodology practices, a new partnership with OpenSymmetry will allow us to help clients make the most out of a sales performance management solution.

Incentives 55

Incentives Incentive Territories Compensation 55

Hubspot Sales

OCTOBER 18, 2023

It was around Christmas time — he and I were on a Zoom call with some other writers for the HubSpot Blog, discussing our holiday plans. The company went its first 27 months over quota — a practically unheard-of figure that allowed for access to capital, room to experiment, and the ability to scale. billion in just nine years.

Hubspot 99

Hubspot Ideal Customer Profile Scale Distribution 99

Pointclear

APRIL 7, 2015

Increased sales leads to increased quota attainment. Quota attainment leads to better territory management and a lower turn-over in the sales ranks. Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Sales Qualified Lead 100

Sales Qualified Lead Lead Management Lead Rank Lead Scoring 100

Hubspot Sales

NOVEMBER 28, 2023

Whether it’s choosing the right mentor, researching your clients, or reading books and blogs, stay on top of your game. We’ve all heard the story of the sales rep who got fired for not hitting quota. Last but not least, we learned that craziness comes with the territory. Commit to continually educating yourself and leveling up.

Sales Qualified Lead 104

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 104

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. It may not be easy, but it is do-able. And you must do it to get ahead. Increase Opportunities.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230