Understanding the Sales Force

DECEMBER 11, 2012

I have read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong, or have drawn incorrect conclusions. CSO Insights - How Many Salespeople Made Quota in 2010? Harvard Business Review Article on Sales Leaves Me with Mixed Feelings.

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Study Quota Software Software 173

SBI Growth

JUNE 23, 2017

The harsh reality of being a VP of Sales is getting a quota increase mid- year. It is sometimes masked as a ‘Recovery Plan.’ Don’t be fooled. There are many ways to try and hit this extra revenue. To explore.

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Quota How To Revenue Sales 176

SBI Growth

MARCH 25, 2020

The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.

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Quota Cancellation Marketing Customer 297

Zoominfo

JANUARY 15, 2019

After all, you have calls to make, quotas to hit, and demos to run. Key Takeaways from the Best Sales Articles of 2018. The post 10 Most-Read Sales Articles of 2018 appeared first on ZoomInfo Blog. Read: The Ultimate List of Social Selling Tools for Your Sales Team. The Top 25 Must-Bookmark Sales Blogs. Happy New Year!

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Social Selling Cold Calling Social Media B2B 185

Sales Hacker Training

JUNE 17, 2020

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? of sales professionals globally are achieving quota. It turns out that quota attainment has become the exception, not the rule. I didn’t make this decision because quota information was difficult to get.

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Quota Hiring Cold Calling Sales Methodology 123

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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Quota Lead Rank Hiring Compensation 88

SBI Growth

AUGUST 18, 2018

Done well, quota-setting is an enabler to achieving your top-line revenue or bookings targets. How you as a Sales Operations leader determine quotas also has significant impact on managing sales expense. Poorly done quota-setting will have devastating effects on retaining.

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Quota Company Sales Operations Revenue 153

No More Cold Calling

JANUARY 9, 2020

But I don’t think any sales manager listened, because more than half of reps are still missing quota. So, why is it acceptable for half your team to miss quota? Her Salesforce post—“ How High Performing Sales Managers Crush Their Quota ”—shares plenty of data to prove it. Why are we settling for this huge discrepancy?

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Sales Management Hiring Cold Calling Quota 390

Pointclear

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. In this article, Gerhard Gschwandtner raises an interesting question about Google’s latest technology, Google Glass. Are you like many sales reps, faced with the dilemma of drowning in a quota that feels unobtainable? Via Score More Sales.

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Quota PointClear B2B Face-to-face 213

Tony Hughes

OCTOBER 7, 2018

Jill Rowley advises sales people to avoid the persona of a ‘quota crusher’ and Koka Sexton at LinkedIn says members should go “from resume to reputation” in their use of the powerful B2B social platform. If you valued this article, please hit the ‘like' and ‘share’ buttons below. Respect those who allow you to connect.

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Ideal Customer Profile Quota LinkedIn Networking 81

Understanding the Sales Force

JULY 6, 2022

The first page of results was filled with self-serving articles from companies like Gong (artificial intelligence for digital prospecting), Hubspot (marketing platform) and more urging you to leverage their platforms so that you don't have to rely on salespeople.

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Retention Customer Hubspot Compensation 193

Increase Sales

DECEMBER 26, 2016

Within this annual or quarterly activity is the setting of sales quotas or goals. With so much dependent upon successfully achieving 2017 business growth (fill in the year or quarter), then doesn’t it make sense to deep dive as to what limited 2016 sales quotas? Strategic Plan? You heard about Captain Wing It haven’t you.

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Quota Hiring Hubspot Coaching 118

InsideSales.com

DECEMBER 1, 2019

Meeting a sales quota during the holidays can be very challenging for the sales reps. 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? Sales Quota Definition and Types. Revenue Quotas.

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Quota Discount How To Decision Maker 74

Sales Hacker

JULY 26, 2021

This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep. The post How to Help Sales Teams Hit Their Quota: Prioritize High and Low Activities appeared first on Sales Hacker.

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Quota How To Outbound Cold Calling 121

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! The 18 best sales articles of 2018 from Sales Hacker. This article will help you build the most compelling sales deck possible. This article analyzes over one million B2B sales call recordings to tease out what’s working and what’s not, based on hard data.

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Ideal Customer Profile Top of Funnel Hiring B2B 96

Steven Rosen

JANUARY 28, 2024

This article will explore the importance of collaboration in sales and how it can lead to better outcomes for all parties involved. Helen suggests that sales leaders should put sellers who refuse to collaborate on a performance improvement plan, even if they are meeting their quotas.

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Video Sports Decision Maker Quota 156

Pipeliner

OCTOBER 2, 2018

Quota attainment is often at the forefront of the minds of all sales organization employees. This article gives information and actionable advice to ensure that sales managers help motivate and coach their salespeople efficiently and that salespeople utilize the tools and have the best mindset to ultimately hit or exceed their quota.

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Quota Up-Sell Sales Education 40

No More Cold Calling

JULY 27, 2023

They weren’t even close to making quota. If you want your team to reach and exceed quota, you must invest time in teaching them how to build customer relationships, have valuable conversations with clients, and prospect through referrals. Note: This article was originally published in Top Sales Magazine. Relationships do.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

SBI Growth

NOVEMBER 21, 2018

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Sales Talent Territories Compensation Retention 223

SalesforLife

DECEMBER 1, 2017

We’ve included articles on how social selling adoption rates impact quota and why sales training sucks. Whether you or your organization is thinking about implementing a new sales methodology, technology or training, one key driver for success will be adoption.

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Quota Training Sales Methodology Leads 60

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? Looking at the article comments … it seems that I’m not alone in my disappointment. Not on my watch and the same holds true for eliminating quotas.

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Commission Quota Salary Hiring 48

SBI Growth

NOVEMBER 13, 2018

The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address.

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Quota Customer Margin Compensation 237

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. I don’t disagree with a large part of the article. But is the answer throwing these out?

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Quota Enterprise Enterprise Account 54

SBI Growth

FEBRUARY 17, 2017

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Quota Strategy Sales 291

Sales Hacker

MAY 8, 2020

Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.” Working remotely doesn’t have to kill your quota. The post Remote Sales: Tips to Sell (Better) & Make Quota From Home appeared first on Sales Hacker.

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Quota Social Media Face-to-face Follow-up 75

Sales Hacker

DECEMBER 23, 2019

To all our therapists out there, we understand this article might grossly oversimplify the complexity and delicate nuances of your trade — feel free to poke holes in our claims and offer suggestions. Call Me Crazy, But… The modern salesperson is more than just a quota-crushing machine.

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Quota Call-back Licensing Decision Maker 71

Understanding the Sales Force

MAY 10, 2023

Failure to hit quotas. As I mentioned earlier in this article, the new salespeople you attract, assess and hire must be able to sell value over price and sell consultatively to decision makers instead of transactionally to underlings. If you are a CEO, take this article to heart and hire stronger salespeople today. Cost-cutting.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

SBI

DECEMBER 18, 2013

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013). Most organizations live and die by quota. It’s how we measure the health of our organizations.

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Quota CRM SAP Forecasting 135

Membrain

FEBRUARY 26, 2023

I read a fascinating article by Kelly Fairchild. When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. She talked about “salesmanship.” It got me to thinking about, “What is salesmanship?”

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Commission Face-to-face Quota Negotiation 125

No More Cold Calling

AUGUST 2, 2018

SalesCloud’s research proves that sales reps are overloaded, and that only 57 percent will make quota this year. What’s more, they’re also increasingly responsible for emerging customer success metrics, adding a detour to their quota-driven north star. It’s no wonder that 57% of sales reps expect to miss their quotas this year.

Data 297

Data Quota Trends Face-to-face 297

Partners in Excellence

JULY 31, 2016

I recently read this in an article from a sales compensation expert, “In high performing sales organizations 50-70% of sales people achieve quota. If your team is significantly above this, it’s possible your quotas are too easy. As sales leaders, we know it is very unlikely that 100% of our people will make quota.

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Quota Compensation Commission Margin 50

Partners in Excellence

APRIL 18, 2024

” No one seems to be considering, “If we can meet our goals with only 40%, imagine how much we might exceed our goals if we had 60, 70, 80% of our people achieving quota?” This article would have provided comic relief in an otherwise busy day. What am I missing? We seem to be missing the point.

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Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 68

Understanding the Sales Force

NOVEMBER 14, 2023

This article was easy to write because the movie contrasts the best and worst salespeople. Is it any wonder that more than half of all salespeople fail to hit quota each year? This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales.

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Sales Methodology Groups Up-Sell Motivation 193

SBI Growth

MAY 4, 2022

One of the biggest challenges any sales organization encounters is the turnover of a quota bearing sales rep. Whether voluntary or involuntary; the company has lost a quota bearing, revenue producing individual, and every moment that position is empty, less revenue is generated, and it becomes harder for the company to make its number.

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Quota Study Revenue Positioning 194

Steven Rosen

JANUARY 13, 2024

Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics. .” – Colleen Stanley Soft skills like emotional intelligence are crucial for building team trust.

Sales Management 156

Sales Management Hiring Retention Coaching 156

SBI Growth

NOVEMBER 10, 2021

Further complicating sales leaders’ efforts to hit quota, on average, surveyed leaders are operating with 31% of sales capacity that’s either open headcount or in year 1 on the job, indicating partial capacity at best.

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Hiring Survey Quota Revenue 317

Sales Hacker

MAY 31, 2021

The post 10 Sales Video Examples to Crush Quota from Call to Close appeared first on Sales Hacker.

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Quota Video Examples Closing 80