Hubspot Sales

MARCH 20, 2020

On a day-to-day basis, the manager's focus is on quota attainment and delivering revenue. Between 2010 and 2018, average sales rep tenure decreased from 3 years to 1.5 This, in turn, fuels revenue growth because when a rep is in a territory longer, they develop better relationships with clients and are more effective team members.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Hubspot Sales

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Here's everything you need to know about setting successful sales quotas. Sales Quota. Activity Quota.

Quota 123

Quota Territories Commission Forecasting 123

OpenSymmetry

AUGUST 3, 2016

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? On top of the complex plan, each Strategic Account Manager was assigned a quota. No Formal Quota – each major account has unique account circumstances. Copyright 2010. Footnotes: David J. Mike Gutmacher and Paul Reiman.

Compensation 40

Compensation Account Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. Even with these big hurdles, re-writing current comp plans, adjusting physician relationship tactics, and mapping even more detailed territories isn’t unheard of.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. Even with these big hurdles, re-writing current comp plans, adjusting physician relationship tactics, and mapping even more detailed territories isn’t unheard of.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Hubspot Sales

AUGUST 25, 2018

In 2010 -- a mere eight years ago -- 44% of respondents reported an average sales tenure of more than three years. Provide consistent feedback and meet with them regularly in one-on-one meetings to see how they're doing -- beyond their quota. That might not sound too bad -- but when you consider average SDR ramp time is currently 3.2

Hiring 111

Hiring Churn Survey Promotion 111

SalesLoft

SEPTEMBER 17, 2019

Why is quota attainment lower now that it was in 2009 at the bottom of the recession? Are we setting up millennials for failure with territory assignments? Let’s increase their quota. By 2010, that was down to 15 million. Since 2010, we’ve added a million salespeople back into the economy.

Hiring 40

Hiring Scale Quota Call-back 40

Hubspot Sales

FEBRUARY 7, 2018

Unlike a closing sales rep, SDRs don’t carry a traditional quota. Since 2010, the number of businesses bringing on board SDRs with less than one year of experience has increased four times. AEs are held to quotas. You’ll either be paired with a single rep -- in which case you may be held to a joint quota -- or assigned to deals.

Hiring 127

Hiring Salary Engineering Compensation 127