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Reflections on 2013: Social Proof, Quota Killers, Failing CRM, and Recommendations

SBI

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. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance.

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How to add value by ditching the discount

Trinity Perspectives

It’s coming off your quota, so it makes it harder for you to hit your numbers. At the end, when the salesperson puts together a commercial offer, the customer is given all the pieces so they can construct something highly tailored. But offering a discount has a negative impact for several reasons: It costs you money.

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Quick Hit 2

Engage Selling

When constructing a proposal, sales people must be sure to not base them on assumptions. They must find out detailed information about each customer and then base their proposals on the value that can be provided to that customer. When constructing a proposal, sales people must be sure to not base them on assumptions.

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How to create a coaching culture in your organization

BrainShark

CSO Insights reported that sales coaching has had the greatest impact on win rates and quota attainment over the span of five years. You’d be surprised as to the depth of dialogue that naturally occurs during this, including feedback that’s not only constructive but also encouraging.

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8 Ways Modern CRM is Reshaping The Manufacturing Industry

SugarCRM

By deploying best practice sales playbooks, automated workflows, quote and proposal automation, sellers will have tools to execute new customer sales cycles quickly and accurately. Shortening the Sales Cycle With Quotation, Proposal, and Contract Management Tools Manufacturers are often challenged by long and complex sales cycles.

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How “Sales-speak” Limits Us

Partners in Excellence

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. We prospect, qualify, discover, propose, close, handle objections, etc. They think of problem resolution, they leverage tools of constructive conflict, they create arguments and debate.

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Creating the Right Agenda for Data-Backed Quarterly Business Reviews

Openview

In order to host QBRs that are viewed as invaluable, it all comes down to preparation and constructing just the right agenda that packs quantitative and qualitative data points into a succinct time period. Quota attainment and quota coverage. Quota attainment and quota coverage. Average deal size.

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