The Key to Setting Quota Correctly

Sales Benchmark Index

Did you know that HOW you assign quota impacts your success? Note, I did not say HOW MUCH quota you assign? There are many approaches on how to assign quota. Match the quota to the skills of your sales reps. Unrealistic quotas are the biggest cause of employee turnover.

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Sales Tech Game Changers: Accelerating Time to Quota

Smart Selling Tools

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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How Realistic is your 2014 Sales Quota?

Sales Benchmark Index

Oftentimes misguided quotas can become astronomical and outlandish. This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Without them, “Pie-In-the-Sky” quotas can become the norm.

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Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

The team with the best Sales DNA converted the highest percentage of opportunities but after they hit their quota they quit. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day.

In the Race to Win More Customers, Sales Needs Digital Transformation

In a recent study by 451 Research, 31% of. survey findings on sales quota projections. team would do somewhat or much better in achieving quota.

Why Evaluate Potential Sales Talent? - A Great New Case Study

Anthony Cole Training

The team with the lowest severity converted the highest percentage of opportunities, but after they hit their quota they quit. This kind of story doesn''t happen every day.

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

And people who have 5000+ connections have a 98% chance of attaining quota. Sales people who generate more than 7 referrals per month have 124% quota attainment. Our case study is about a Sales VP Steve McKenzie. Social Selling is hot.

When to Walk Away From the Big Deal - Case Study

Sales Benchmark Index

We thought a Q & A blog would add value to quota-carrying sales reps. A big RFP was launched for 35,000 licenses of a recording solution that would cover half of the rep’s quota (!) Not bidding on a big opportunity that would drive quota was very hard emotionally.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

While some enjoyed great success, many more struggled to make their annual quota. The percentage of salespeople making quota at some organizations was as low as 35 percent and this is no doubt in due to the challenges listed above.

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Top 5 Insights From the Latest Studies on Sales Organizations

Understanding the Sales Force

I finally had a chance to read through it and found 5 sales figures which, after I combined them, are quite interesting: Only 63% of Salespeople Made Quota last year.

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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.

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Top Kurlan Articles Debunking Sales Studies and Articles

Understanding the Sales Force

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. Accenture CSO Insights – Sales Optimization Study. Understanding the Sales Force by Dave Kurlan.

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Top 5 Insights From Latest Sales Organization Studies

Understanding the Sales Force

I finally had a chance to read through it and found 5 sales figures which, after I combined them, are quite interesting: Only 63% of salespeople made quota last year.

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[Data Snapshot] 2018 Sales Compensation Best Practices Study


In May 2018, Xactly partnered with WorldatWork to complete its annual Sales Compensation Best Practices Study to define the key trends and metrics for companies that want to plan and incent a top sales organization.

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How a Sales Bootcamp Increased Quota Attainment by 31%

Hubspot Sales

But that’s exactly what I did in 2017 -- I ran a bootcamp called Project Finish Line (PFL) for reps who had averaged less than 95% quota attainment last quarter. Get them to reach 100% quota attainment as quickly as possible. On average, the reps improved quota attainment by 31%.

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Marketing Communications Managers Must Know the Sales Quotas!


How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? They’re hired as gunslingers to bring in results, not readership studies and golden statues from associations that award creativity and imagination, but avoid results.

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One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

One Action You Can DO to Exceed Your Quota. Exceeding quota is never easy, in fact studies have shown that large percentages of salespeople never achieve 100% of their assigned quotas, but if you are in a position of sales leadership what can you do to improve your odds of success?

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Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

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. Remaining quota is y.

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Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review. The responses were then categorized by percentage of annual quota attainment and classified into top performers, average performers, and below average performers categories. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

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

Smart Selling Tools

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.

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Aberdeen Group – Sales Training 2011 Study – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices

Sales Training Connection

The Aberdeen Group just published a new study – Sales Training 2011 – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices. If you want to read the study, you can access a copy of the report, click here.

Gartner study- buyers rate sales conversations dead last, but there’s hope- share customer stories

Insight Demand

But as a VP of Sales, chances are you knew this already, because SiriusDecisions ran a survey of your peers which concluded that the number one inhibitor to your reps achieving quota was their inability to articulate value.

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We're entering the era of accountability in sales and marketing


A almost equally low number of sales reps meeting quota (less than 60%). For a case study about how one technology company entered the era of accountability (by partnering with our company), read this post. Increase Sales B2B Growth Strategy Account-Based Marketing Case Studies WebinarsWhat's the difference between the status quo--and the era of accountability?

Survey: How World Class Sales Organizations Meet Quota, Speed Up Growth and Improve Lead Conversion Through Better Sales Training

Keith Rosen

Would you like to learn how Best-in-Class sales organizations meet quota more frequently, speed up their revenue growth and improve lead conversion rates through better sales training? This is a confidential benchmark study to evaluate Sales Training and the best practices to deploy knowledge, process and technology to consistently hit quota. Click Here To Take The Survey and Get A Complimentary Copy of This $399 Report That Benchmarks Best Practices.

What Full Employment Means to You | Sales Strategies

Engage Selling

??????I think it’s fair to say that our buyers are busier than ever before because we’re in a virtual employment situation.

INTERVIEW: New Book by Keith Rosen! Sales Leadership – A Tactical Playbook for Busy Leaders to Develop Top Performing Coaching Cultures

Keith Rosen

JF: What studies support this? Studies by Gallup and Gartner found companies with engaged, happy employees generate 2.5X

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

Effective sales onboarding is a continuous process – and it has a direct impact on compressing a rep’s time to value — and on quota attainment. Hiring good salespeople is difficult in any market condition, but retaining and helping them reach quota is even more difficult.

Use This Simple and Powerful Referral Strategy

Engage Selling

According to recent studies, 78% of happy clients want to give out referrals. Sales Coaching motivating employees optimizing sales Pipeline Management Productivity Prospecting recruiting referrals sales quota selling The Sales Leader

Are You Throwing Your Sales Away?

Engage Selling

According to a study conducted by our friends at, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. If your sales are suffering right now, I want to make you aware of a shocking statistic.

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How to Make Your Sales Strategy Easier to Execute by Systematizing “Your Way of Selling”

Smart Selling Tools

We have customers who have doubled their win rates and team quota attainment and significantly reduced ramp-up times. GEORGE: Visit our resources page , where we share whitepapers and case studies, or reach out to our team via email at and schedule a time to speak.

Use This Referral Strategy Now!

Engage Selling

According to recent studies, 78% of happy clients want to give out referrals. Observations from the real World client attraction Colleen Francis Engage Selling Solutions gathering referrals how to get referrals motivating employees referral strategy referrals sales sales quota

The One Question to Ask for More Referrals

Engage Selling

According to recent studies, 78% of happy clients want to give out referrals. Sales Coaching motivating employees optimizing sales Pipeline Management sales quota selling The Sales LeaderIs your sales team actively seeking out referrals from your current client base?

The Least Effective Way to Open a Sales Call by Kelley Robertson

Increase Sales

A prospect that could help you reach your annual sales quota in one fell swoop! It doesn’t matter how many cases studies or how much valuable information your brochure contains. Sales annual sales quota first impression first meeting Kelley Robertson new prospect sales call

What Does AI have in Store for B2B Sales?


A discussion on core benefits and case studies of AI for sales organizations. A brief discussion was held on the sales study impact to know how AI is changing the world of selling. As per CSO Insights, only 53% of sales people are achieving or exceeding quota.

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Five Essential Strategies for Setting Aggressive but Attainable Sales Targets

Miller Heiman Group

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively. Quotas are a vital part of the annual sales plan. Unfortunately, a lot of quota setting activity suffers from a lack of rigor.

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2017 - “The Year of Value”

The ROI Guy

Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility. Alinean CSO Insights MHI Global Pisello ROI Selling sales quota SiriusDecisions Value Marketing Value Selling

How to increase win rates 2x with structured buyer alignment


Year after year, study after study, the data confirms that a buyer aligned sales strategy improves win rates, quota attainment, and overall sales performance. For instance, this CSO Insights study indicates that the implementation of a formal or dynamic buyer alignment improves win rates from 40.5% (for no alignment) to 53%.

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Coaching Difficult Salespeople

Steven Rosen

In this webinar, there will 5 case studies of difficult salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Here’s to leading your team and crushing your sales quotas! Free Sales Management Training Webinar.

3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Sales and Marketing Management

Instead of spending weeks attempting to understand how many more sales an associate needs to meet his or her quota, advanced technology can deconstruct the process to deliver clear goals and real-time updates, as well as implement incentive programs.

Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

SalesCloud’s research proves that sales reps are overloaded, and that only 57 percent will make quota this year. For more on the study, check out Zaledonis’s post. It’s no wonder that 57% of sales reps expect to miss their quotas this year.

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