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gross-margin

The Pipeline

Churn Is A Variable of Quota You Need To Know

The Pipeline

JANUARY 26, 2021

Most go for the easy and perhaps obvious option; they gross up their quota by what they feel their average churn rate is. Actively trading out lower margin or otherwise weaker quality revenue accounts with better attributes is part of the job. We should all seek higher-margin, less resource consuming accounts that have other pluses.

Churn

Churn Quota Margin Exercises

Sales Leaders – You Get What You Ask For – Sales eXchange 237

The Pipeline

FEBRUARY 3, 2014

I have fund that companies who incent their sales people based on gross profits are consistently better aligned with their reps, and achieve mutually better results. As we all know, a $500 discount on a $10,000 piece of equipment, can have little impact on what the reps gets paid, but could be a huge part of the gross or net margin.

Incentives

Incentives Incentive Discount Margin

Webinars

Sales & Marketing Alignment: How to Synergize for Success

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The Pipeline

Churn Is A Variable of Quota You Need To Know

Sales Leaders – You Get What You Ask For – Sales eXchange 237

Webinars

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