The Spiff Blog

FEBRUARY 9, 2023

There’s no one-size-fits-all approach to setting quotas. But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. Today we’re going to take a deeper look at the impact quota setting has on your business. In fact, with only 24.3%

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Hubspot Sales

AUGUST 31, 2020

After all, setting a goal is one thing, but having an entire team of people understand and work together to achieve it is another. In sales organizations, reps can easily get wrapped up in their own quota and workflow. To learn more about sales goal setting, check out The Ultimate Guide to Setting and Achieving Sales Goals.

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SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Assign your team a quota. If not, you will soon.

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Go for No!

MAY 28, 2021

It’s the part where you are working towards hitting your sales goals or quota. . How do you slow down and build relationships or connections with prospects while hitting your goals for the day, week, or month? The point is, that would significantly help you to hit your No Goals! . 3 days a week.

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Anthony Cole Training

DECEMBER 14, 2023

Achieving commitment towards sales goals and success is crucial for cultivating a successful sales team. It requires a concentrated effort and the growth of each team member.

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Partners in Excellence

SEPTEMBER 27, 2018

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. That becomes a goal, which is sometimes called a “quota.”

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Jeffrey Gitomer

OCTOBER 10, 2018

Jeffrey Gitomer adds a two word magic formula on how to achieve every goal you set. Sales note.Don't confuse goals with quotas. Quotas are arbitrary numbers set by business owners and managers to strike fear and intimidation into salespeople. A goal is a game plan to achieve and exceed a quota.

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Salesmate

SEPTEMBER 1, 2021

Sales reps are constantly trying to close more deals and achiever their quota. However, is it fair to define sales performance based on a sales rep’s achieved sales goal? . Due to the onset of the pandemic, 40% of companies failed to meet their sales goals in 2020. . Christian Velitchkov .

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Gong.io

MARCH 29, 2018

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent.

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Alice Heiman

SEPTEMBER 5, 2018

Setting an overall sales goal for a company is relatively easy. The leadership team decides how much growth is needed in real dollars as a percentage over last year’s sale. As Alice always says, “Close dates come from clients, not quotas.” That’s a great starting place. Step 6: Look for Leads . Schedule here.

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InsideSales.com

DECEMBER 1, 2019

Meeting a sales quota during the holidays can be very challenging for the sales reps. Here’s how sales managers can help. RELATED: Why Your Reps Are Not Hitting Quota And How They Can W/Ron Hollis @XANT. In this article: The Importance of Sales Goal Setting for the Holidays. What Is a Sales Quota?

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Hubspot Sales

MARCH 24, 2020

Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. Now there’s no denying reaching your sales goals is important, it is your job after all. Before we dive into when and how to extend quota relief, let’s discuss some of the realities of taking time off for sales reps.

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Increase Sales

SEPTEMBER 26, 2013

Sometimes sales goals are just unrealistic and may become “pie in the sky ” to the sales team. When this happens, morale plummets, salespeople start questioning their own sales skills and sales managers may have to continually justify the inability to increase sales. Share on Facebook.

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Pointclear

MARCH 16, 2011

Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. 75% didn’t know the quotas! 75% are creating programs and spending money without basing their objectives on quota. Do you have your own quotas?

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Hubspot Sales

JUNE 28, 2019

In this guide, we’ll discuss why goals are important in sales and cover the various types of sales goals, how to implement them, and some tips and tricks to help you create goals that make sense for your sales team. Why set sales goals? Monthly Sales Goals. Activity Sales Goals.

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Increase Sales

DECEMBER 23, 2016

End of the year or quarter is when sales managers review and then start setting sales goals. The reason I did not state “new” sales goals is because sales research suggests most salespeople do not achieve their goals (quota) estimated by TAS Group to be 67% and so the goals are not new.

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Keith Rosen

JANUARY 12, 2019

Sales quotas are set, but is there alignment, buy-in, and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, fearless attitude and structure to thrive? This isn’t just about setting the right goals. Example: “Here’s your quota for the year. I know you can do it!

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OpenSymmetry

SEPTEMBER 19, 2017

Quota setting can be described as one part numbers, one part experience, and one part intuition. So how do you concoct the most accurate quota setting methodology in an ever-changing market, industry, and sales organization? There are different types of top-down modeling to accurately set quotas. Top-down modeling.

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Highspot

FEBRUARY 15, 2022

How do you set the best sales goals? We’ve got the information you need to work through the process, including: What are sales goals? What are SMART sales goals? Why do sales goals matter? 12 examples of sales goals. How to calculate your sales goals.

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Nutshell

MARCH 25, 2020

Sales goals are always easy to set, but rarely easy to accomplish. There are many reasons for this, chief among them the fact that setting the right sales goals is tricky. If your team can’t hit its quotas regularly, your company could go bankrupt and you’ll be out of a job. What’s a Sales Goal?

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KLA Group

JANUARY 3, 2023

You’ve made it through the first week of the year and your sales. By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional.

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KLA Group

JANUARY 29, 2020

You’ve made it through the first week of the year and your goals are hanging there. By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went. Read more.

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Steven Rosen

FEBRUARY 11, 2024

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

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The Pipeline

JUNE 17, 2021

I have some research that makes this a great debate to have in your sales team right now. It relates directly to how goals, targets and quotas are set and hit. Setting sales goals where even a 70% level of achievement would be great. Psychological Safety is important for setting hard goals and hitting quotas.

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Gong.io

MARCH 29, 2018

Once you’ve got a winning sales process in place, you can fine-tune the goals that will set your reps up for success. Over time, quota attainment becomes one of the clearest indicators of whether you’re setting the right sales goals, whether your team is able to achieve those goals, and if your revenue growth is consistent.

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Tom Hopkins

JUNE 6, 2017

Let me show you how to guarantee you’ll never meet your quota. The post How to Guarantee You’ll Never Meet Your Quota appeared first on How to Selling Skills. Related posts: Setting Realistic Sales Goals. What is a Goal? It’s really easy. It’s actually why so many people […].

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Increase Sales

JANUARY 8, 2014

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process. So this criteria for goal setting has been around for 50 plus years.

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Anaplan

SEPTEMBER 27, 2018

If you’re like most sales leaders, you spend a lot of time thinking about quotas and how hard they are to get right. At the very least, you set sales goals and hope that the sales team meets them. But … 4 key concepts for setting intelligent sales quotas Read More »

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Increase Sales

MAY 23, 2013

This week I was the recipient of two real stories about how sales people are being set up to fail by those in sales leadership and sales management roles specific to meeting sales goals. A salesperson reached out to me about achieving her sales goals and quotas. business-growth.

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OpenSymmetry

FEBRUARY 15, 2018

This is the second in a two-part series of Ten Success Factors for Better Quotas. Most organizations set quotas by looking backwards (The old, “Take last year’s goal and add 10% method).But Historic quota-setting may also create a “porpoise pattern,” where sales and quota attainment leap up and then dive in alternating years.

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Engage Selling

APRIL 6, 2017

By now, either you’re making steady progress towards your sales goals for 2017, or you may have already forgotten about the goals … Read More » We are now in the second quarter of the year! Didn’t we just ring in the new year?

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Sales Hacker

FEBRUARY 27, 2018

As a VP of Sales, you’re probably not too familiar with SaaS metrics or costs — that’s the CFO’s job, right? Well today, we’ll breakdown how to understand SaaS costs basics, and then explain how to accurately set sales goals and metrics that drive success. Compare Marketing and Sales costs.

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Keith Rosen

JANUARY 14, 2020

Sales quotas are set, but is there alignment, buy-in, COMMITMENT and a bulletproof strategy to achieve them? Are you certain your sales team has the SKILLS, MESSAGING, fearless ATTITUDE, SELF-ACCOUNTABILITY, TIME MANAGEMENT strategy, and structure to thrive? This isn’t just about setting the right goals. Make it happen!”).

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Partners in Excellence

DECEMBER 23, 2011

I’ve been writing this series of posts on metrics, and how sales people and managers leverage metrics to help maximize our performance for a number of months. I’ve never written about Quota measurements–the “grand-daddy” of all sales measurements. Quota is usually measured in Revenue or Orders.

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Sales and Marketing Management

MAY 31, 2020

What happens to the sales force and their commission-based structure? Do their existing quota allocations still make sense in this new world? Is top sales talent at risk of leaving if they can’t earn commissions? . Let’s discuss how sales teams can realign during these uncertain times to motivate a remote workforce. . .

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The Sales Hunter

JANUARY 12, 2016

Are your sales goals motivators or de-motivators for you? It’s that time of year when we become fixated on deciding not only what our goals should be, but also how we’re going to go after them. Here are 10 tips to help you in setting goals: 1. Use the first quarter and, in particular, the first month […].

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KLA Group

JANUARY 28, 2020

Who doesn’t want to close more sales? Set specific goals for the number of monthly sales activities you will do to improve your sales. Use SMART goals: Specific, Measurable, Attainable, Relevant and Time-based. Then check in with your goals and measure your progress and adjust as you go along.

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