Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. Somehow we get away from the idea that our goal is to design a plan that incents people to achieve and overachieve their goals.

Revelation 68

Revelation Incentives Incentive Commission 68

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals!

Forecasting 127

Forecasting Revelation Incentives Incentive 127

Partners in Excellence

DECEMBER 1, 2021

I get why sales people revel in this. Plus we aren’t measured on our customers’ success, we have quotas to sell products! How do we incent them to change and start the journey? I read a lot of commentary from “experts” about PLG–Product Led Growth. PLG is great for sales.

Revelation 118

Revelation Hiring Incentives Incentive 118

Partners in Excellence

NOVEMBER 25, 2021

I get why sales people revel in this. Plus we aren’t measured on our customers’ success, we have quotas to sell products! How do we incent them to change and start the journey? I read a lot of commentary from “experts” about PLG–Product Led Growth. PLG is great for sales.

Revelation 117

Revelation Hiring Lead Rank Lead Scoring 117

Igniting Sales Transformation

DECEMBER 1, 2019

The surprising thing is that this is NOT a new revelation. The activity KPI’s we set today, which incent the wrong behavior? The skills that position your sellers to achieve their quota and deal profitability objectives in year ahead. It must be the right interaction that happens at the right time and in the right way.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. Not just exceeding our quotas, but what if we reassessed what we do, how we do it, and realized that we really should be doing much better? It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 68

Forecasting Revelation Incentives Incentive 68

Sales Hacker

OCTOBER 13, 2020

What do reps like in terms of culture, product, incentive comp structure? How many people are hitting quota? Ryan Walsh: We hear anecdotally about quota attainment dropping, and I think it’s dropping worse than what we think. Ryan Walsh: To be clear that’s what is the percent of the team that hits quota.

Data 97

Data Revenue Hiring How To 97