Beating your Stress Quota

The Pipeline

While there are distinct sources of stress for a sales rep, their manager, customers and the ever-present quota. There is a reason why successful salespeople seem less wound up: they do not have the quota stress. That is precisely how high performing sellers see quota stress, they don’t, because they don’t see or feel that. Prospecting. One area of sales that is easy to practice, needs to be drilled and is usually not, is prospecting. By Tibor Shanto.

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Churn Is A Variable of Quota You Need To Know

The Pipeline

But it is still a sum that has to be recovered before we start retiring quota. Churn is a variable of quota you need to know. Most go for the easy and perhaps obvious option; they gross up their quota by what they feel their average churn rate is. By Tibor Shanto.

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How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

For a major new prospective account, or a complex sales cycle with multiple influencers a, it may still make sense to hold a collaborative workshop on site.

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Expand Your Use of Digital Channels to Hit Quota

Sales and Marketing Management

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. Prospective customers want answers to their product-related questions instantly.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Want to Crush Your Quota?

The Sales Hunter

Blog Professional Selling Skills Prospecting kitedesk prospect prospecting salesforceWhat are the best B2B hacks for selling in the digital age? You have an opportunity to find out! I will be part of a tweet jam on May 28 at 2 pm Eastern with 35 other selling experts to give you the tips that can be gamechangers. Find out more about this […].

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Four Reasons for Quota Failures


“I ignore the quota,” Theresa the salesperson said. “No Steve piped up, “We don’t worry about the quota; it’s a yearly number and no one tracks it.”. Amad said, “Yeah, they give us quotas, but the sales managers don’t have the same numbers, and the systems engineers aren’t on the same system; so no one gets punished but us.”. Quotas can be by dollar, by product, and by sales activity; often by all three. Quota achievement isn’t reported monthly.

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Why You Missed Your Sales Quota Last Quarter


So you missed your sales quota last quarter. And how do you commit to a quota for next quarter and feel confident about hitting it? When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. Insufficient pipeline volume is often the biggest factor in missing your sales quota. What if you’re not generating enough leads to meet your quota?

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Should I Focus on Relationships or Hit my Quota?

Go for No!

But then there’s prospecting and lead generation and setting what we call, No Goals. That means doing the behaviors necessary to collect decisions from your customers and prospects. It’s the part where you are working towards hitting your sales goals or quota. .

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Telephone Prospecting By The Numbers

The Pipeline

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. By Tibor Shanto.

Three Simple Ways To Increase ROI From Your Current Sales Process Immediately!

Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC

The average B2B sales cycle can take anywhere from 3 to 9 months to close, depending on the complexity of the product or service being sold. How in the world are you supposed to survive as a seller? How can any company truly thrive? It seems impossible. but is it? Join Donald Kelly, The Sales Evangelist, Founder and CEO of The Sales Evangelist Sales Training Firm, as he shares how B2B sellers can shorten their sales cycle, generate more revenue, and get more ROI from their current sales process.

Stop Asking About Past Quota Attainment in Sales Interviews

Sales Hacker

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. The Question of Quota.

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Trade Prospecting Call Myths For Proven Alternatives

The Pipeline

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. By Tibor Shanto.

Can Sales Exist Without Quotas?

Hubspot Sales

Imagine your company without sales quotas. According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas. In fact, less than 7% of the participants said they would eliminate quotas. Yet in some organizations, less than half the sales team is attaining quota. So are quotas necessary for success? A World Without Quotas. In my first sales role, I didn’t have a quota. The pros of quotas.

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Sales Tech Game Changers: Accelerating Time to Quota

Smart Selling Tools

The Agent3 platform alerts sales users to their customers and prospects early stage buying intentions before their customer or prospect will have identified as ‘in-market’ to purchase. Through ‘intent’ data analysis in the Agent3 platform, sales users can now understand where the most relevant buying signals are within their key and named accounts, allowing them to efficiently target those accounts as priorities and thus accelerate their time to quota.

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Best Time To Prospect?

The Pipeline

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. First, wanting to stay real and all, what they are really looking for is either a reason not to prospect or absolution from having not prospected for a while for all the wrong and usual reasons. Either one leads to the same corner of no prospecting and any cross street in sales. The number of prospects who begin Discovery with you, take a real Proposal?

5 Time Management Hacks to Hit Your Sales Quota This Holiday Season

Sales and Marketing Management

It’s even more essential that sales teams optimize the time they have to hit their sales quotas during this period. Schedule the day into chunks: calling prospects, admin, responding to emails.

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10 Types of Sales Quotas

Hitting quota is the story of your business’ success or failure - dramatic, but true. By taking these simple steps when building your quotas, and avoiding a few easily made mistakes, you can set your business on a fast-track to success. Some are purely of one quota type (e.g.,

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31 Seconds That Make a Prospecting Call

The Pipeline

31 seconds that make a prospecting call. Yes, the phone is a numbers game, and so is a quota. The post 31 Seconds That Make a Prospecting Call appeared first on 01 - Prospecting Prospecting Sales Mistakes Tibor Shanto VideoBy Tibor Shanto.

Sunday Is Crucial To Prospecting Success

The Pipeline

Not the right question, reaching someone is a single point on a continuous prospecting journey. Many of those distractions impact our prospecting, making the challenge of a full pipeline even more critical. Which is why Sunday is crucial to your prospecting success.

Podcast 136: How SDRs Can Hit 225% of Quota With Armand Farrokh

John Barrows

Armand Farrokh has a winning formula that is allowing him to crush quota repeatedly. Hitting 100% of quota is one thing but getting above 200% is a whole new ball game. All of a sudden everybody says, I’m just managing so many deals that I don’t have the time to prospect.

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Remote Sales: Tips to Sell (Better) & Make Quota From Home

Sales Hacker

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.” Key Challenges in Remote Sales: Connecting with prospects and coworkers. Connect With Prospects and Coworkers.

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Qualifying Prospects: Can We Just Kill BANT?


However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. This is probably why nearly half of sales reps fail to meet their quota. .

Why Only 48% Of SDRs Consistently Meet Their Quota (And How You Can Fix it)

Sales Hacker

That means if you’re an SDR, there’s a 52% chance you’ll hit the phones hard, send tons of emails, and not even reach 90% quota. So why is quota attainment so bad for so many SDRs? Cold outreach and prospecting are marketing activities. Yeah, you read that title right.

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How to Avoid The Impossible Quota

Sales Benchmark Index

Prospects aren’t responding to phone calls. Otherwise, Pie-In-the-Sky quotas become the norm. Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. My hands are tied,” the CEO responded, “if you want to shift some of the Q1 quota to Q2 or Q3, I can do that”. For the CSO, quota is the most important conversation of the year. Finally, prior to the quota conversation , the CSO schedules a meeting with the CEO to clarify expectations.

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How to Give & Receive Quota Relief for Salespeople

Hubspot Sales

Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. However, sometimes unplanned events can throw even the strongest sales reps for a loop, and in these situations, quota relief may be necessary. 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. But time off can be really hard to take in sales — particularly when you carry a monthly quota.

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Failing to Meet Your Quota?

No More Cold Calling

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. percent higher than last year, with plans for 12.2-percent growth in sales organizations—even while the number of people who actually meet their sales quotas has remained flat.

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Build a Winning Sales Development Attainment Strategy and Actually Hit Your Quota


Sales organizations are struggling to align their objectives and quotas with their strategy. Our own research shows that SDR quota attainment has fallen 6.6% Our research found that when it comes to sales types, quota attainment remains fairly consistent.

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How to Turn Networking Into Prospecting

The Sales Hunter

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Far too many prospecting events are nothing but a bunch of salespeople hanging out together trying to sell each other. The issue I have is that networking by nature operates on a different timetable than prospecting.

7 Sales Prospecting Tips to Ignite Even the Coldest Pipes


If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable.

3 Ways a Sales Leader Should Rollout a Quota Increase

Sales Benchmark Index

You just got your new quota and it’s gone up. As soon as the new quota is approved- it’s time to get moving. The sales management team needs to have a clear understanding of the new quota. Sit down with your team and pay attention to these areas: Understanding the link between the company strategy and new quota. Rebalancing of any territories due to the new quota. This is the most important step of rolling out the quota.

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Does Sales Leadership Want to Miss Quota?

A Sales Guy

We’ve had our first chance to make quota. Was it aligned with goals and quota? Did they meet their goals (quarterly quota, number of new prospects, number of calls, meeting with the CIO, X dollars of new product sales, etc.)? Do sales leaders don’t want miss quota? But making quota is hard, but being proactive and knowing the answer to these 5 questions makes it a lot easier. It’s the end of the first quarter.

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How My Sales Team Hit Quota Every Month for A Year

Hubspot Sales

Though various curveballs have been thrown our way, we have met or exceeded quota for a year straight, with an average quota of 120 percent month over month. How My Sales Team Hit Quota for One Year Straight. What do we need to do to make quota?"

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10 Sales Video Examples to Crush Quota from Call to Close

Sales Hacker

Prospects can tell right away that you’re not just another robo-dialer, and while they’ll appreciate the clarity with which video helps you explain concepts and contracts, they’ll be deeply persuaded by the fact that you’re a living breathing person they can trust.

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make

Hubspot Sales

The Top Quota-Killing Mistakes. They noticed they enjoy a high success rate when they talk to prospects 90 days before their contract renewal. They unanimously agreed it was convincing the prospect to read the email and summarizing its contents. Use the wrong words or format, and your prospect's email client will send your message straight to the spam folder. If not, they're missing out on opportunities for new prospects and potential customers.

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Surviving the Late Release of Your New Quota

Sales Benchmark Index

Last year you got your 2013 quota in mid-February. Everyone wants to know the quota from corporate before Day 1 of the Year. Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. Turn to the Fill the Gap Quota Guide to be prepared. Getting your New Year quota higher and later then you expected screwed you up. This year think about how you can assign the extra quota. Do you have at least 3x quota in the pipeline?

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How to Know in January if Your Reps are Gonna Miss Their Quota come December

A Sales Guy

As VP of Sales or Head of Sales, making quota is your job. Therefore, knowing whether or not your team is going to make quota as early as possible is critical. I know who is going to make quota this year and who isn’t. They have no idea how they are going to make quota. Quota is made this way, but NOT because of the sale person. Quota is missed most by this group. Quota attainment ends up being a surprise at the end of the year.

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Crush Quota With This Simple Funnel Formula

Igniting Sales Transformation

Let’s talk about your plan to CRUSH QUOTA using a simple funnel formula to help you build pipeline and revenue. blog sales funnel pipeline ProspectingIf you prefer to listen rather than read, listen to the audio clip below. Why do you need a formula? Reps are almost always too optimistic about the ratio of their activity to opportunities on their path to close. Take matters into your own hands using this formula that I learned about from Chris Bennett.

Sales VPs - Are 'A' Player Quotas Rising and Territories Shrinking?

Sales Benchmark Index

We will discuss a systematic approach to annual quota planning. Yet, quotas are increasing. Why is there so much stress around quotas each year? Don’t allow annual quota planning to disrupt your team and impact the number. Take the guessing game out of quotas. It is also known as peanut butter spreading quotas. Sales leaders have no idea if each rep’s quota is attainable. Determine potential by segmenting your customers and prospects.

Will You Make Quota? What To Do If You’re Sweating It This Year


If your fiscal year ends December 31, you are now a bit past the mid-year point to make quota. You may have made your quota for the year so everything else is gravy. Or, you have not made quota yet but have an eye towards closing the deal or deals that will get you there. Or, you are close but still don’t have any visibility or certainty on how you will actually get to quota. Here are a few tips to help you make quota, regardless of where you stand now.

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