Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. And, quotas have gotten increasingly harder to hit. If someone doesn’t meet quota, they might earn a lower commission rate.

Compensation 87

Compensation Retention Hiring Commission 87

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career.

ACT 223

ACT Quota Exact Consumer 223

Engage Selling

SEPTEMBER 29, 2016

This month I spent a day working with a group of world-class data visualization architects. Who even knew there was such a profession! Nor that the best in the world were based in Toronto. Ironically, being Canadian, I have very … Read More »

Groups 48

Groups Data Customer Service Up-Sell 48

MEDDIC

OCTOBER 9, 2023

When it comes to selecting the trainer and participating in workshop sessions, the sales leader must be hands-on. Participation in the workshop, whether in-person or virtual, is equally vital. This level of involvement means actively participating in live sessions, almost co-facilitating workshops.

Training 52

Training Hiring Negotiation Pivotal 52

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? 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. Top-Down Quota Setting.

Quota 45

Quota Training Analysis Research 45

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) 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.

Quota 53

Quota Training Hiring Demand Generation 53

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

Partners in Excellence

MARCH 22, 2024

They even had us go through Wilson Learning Transactional Analysis workshops on communicating better with your clients. In my seven years at Xerox, I met or exceeded every sales quota I was given. The Vail Ski School stressed customer satisfaction and had well-defined processes to ensure it happened. I thrived in that environment.

Hiring 73

Hiring Retail Engineering Call-back 73

Babette Ten Haken

AUGUST 23, 2018

Crush quotas and the competition. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Now, for sellers, this statement represents a real pain in the butt. After all, they are hired, and compensated, to go out there and hunt prospective clients. Close deals. End of story. Contact me.

Retention 154

Retention Customer Revelation Loyalty 154

Vengreso

NOVEMBER 18, 2022

When it comes to hitting sales quotas, scaling companies, and retaining top sales talent – all of these areas often fall back on one thing: leadership. A shameless self-improvement fanatic, he enjoys sharing his observations, advice, and humor through his writing and workshops. Subscribe to Modern Selling on the app of your choice!

Infusion 101

Infusion Scale Quota Trends 101

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Hold a vision creation workshop over 2 half days. During this workshop, work through defining these four areas, using results from step 2: a. Run the team through a common vision creation workshop. Dani, the VP of North America Sales, is frustrated. Revised sales territories.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Babette Ten Haken

SEPTEMBER 29, 2020

What happens when trust is the goal, and not just crushing your quota or delivering on your KPIs? Engage me to present one of my One Millimeter Mindset speaking programs, workshops or mastermind groups. The professional competencies which distinguish you and your team today and tomorrow are about how you create trust. Contact me here.

Hiring 93

Hiring Engineering Intent Education 93

Partners in Excellence

MAY 3, 2022

” They say the obligatory answers, “We look at forecast data, pipeline data, YTD quota performance, and so forth. You are behind your YTD quota. For example, in our company, there are about 4 key leading indicators we track, as well as YTD quota performance (the only trailing indicator).

Data 97

Data Report Quota Pipeline 97

Babette Ten Haken

JANUARY 10, 2019

Or, your sales manager’s quota. Babette Ten Haken’s One Millimeter Mindset keynote storytelling for customer retention speaking programs and workshops focus on innovative strategies and tactics for business growth, workforce profitability and professional development. Perhaps for the first time?

Ideal Customer Profile 96

Ideal Customer Profile SME Retention Quota 96

SBI

MARCH 8, 2018

In Person Workshop – SAVO meets with the client in a live, onsite workshop to finalize the design and configuration of the solution. Quota Attainment – Reps using SAVO outperformed their peers by 70%. of sellers make quota. Deal Velocity – 30% reduction in deal velocity. A well-defined charter helps 73.6%

Government 139

Government Sales Methodology Sales Enablement ROI 139

Braveheart Sales

JANUARY 22, 2024

You might feel invigorated and energized by the 2024 quota you just shared with your team. We’re offering free webinars and workshops for sales leaders. Your sales leaders, on the other hand, might feel overwhelmed and unsure about how they’ll hit those numbers. Looking for a great place to start?

Webinar Metrics 52

Webinar Metrics Face-to-face Sales Leadership How To 52

Mindtickle

OCTOBER 23, 2020

With all this conspiring to derail their efforts to meet quota in the new normal, the last thing sales teams want to do is adopt any new training initiatives or learning processes that would — in their minds — surely further complicate their lives. Barriers to adoption — and a framework for overcoming them.

Sales Enablement 95

Sales Enablement Face-to-face Remedy Pivotal 95

Mindtickle

MAY 2, 2022

Front line managers : Learn how to transform your coaching into an engine of quota attainment and seller retention, and find out how to use your tech stack to streamline your processes so you can spend more time helping on deals. Interactive Workshop: What’s Your Ideal Rep Profile? But what about the other half of the revenue equation?

Ideal Customer Profile 52

Ideal Customer Profile Face-to-face Hotels Case Study 52

The Pipeline

SEPTEMBER 18, 2018

It seems if we just showed up and shut-up, we may do better than some of the close rates quoted in the sales press, especially when measured by quota attainment, or lack thereof these days. Try it, I do it every workshop, never fails, “I sell hardware; I sell electronic components, advertising services… blah… blah.”

Vendor 255

Vendor Discount Insurance Insurance 255

Hubspot Sales

APRIL 11, 2023

HubSpot research found that 16% of salespeople believe that unrealistic quotas contribute to turnover in sales. Make sure that the quotas you’ve set are attainable and adapt as the sales landscape changes. Survey your sales representatives about your current quotas. Set reasonable expectations. Reevaluate your benefits.

Churn 114

Churn Hiring Survey Hubspot 114

The Brooks Group

SEPTEMBER 18, 2018

When your salespeople head into a new quarter or year with a solid sales business plan, they’re more likely to improve sales forecast accuracy, attain quota, and effectively support your organizational goals. Then, meet individually with each salesperson to review their previous performance data, and present them with their new sales quotas.

Territories 79

Territories Conference Face-to-face Quota 79

The Pipeline

NOVEMBER 26, 2019

One out of ten does qualify for hope, but not much for quota. But I have a captive audience in a workshop, on voicemail you don’t. If I happened to leave a message for someone who just finished meeting discussion their training plans for Q1 2020, sure they may react with a callback. It’s not 10, not five, usually one.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Babette Ten Haken

AUGUST 27, 2018

Because these actions only fulfill your own KPIs and quarterly quotas. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Becoming unforgettable means you focus on serving the long-term needs of the customer’s voice. Have a remarkably innovative week! Contact me.

Customer 88

Customer SME Retention Engineering 88

No More Cold Calling

AUGUST 14, 2019

I designed a one-day workshop, which I offered in live public sessions for many years. My juice is seeing the shift sales teams make, how much better their lives are, and how they’re making and exceeding quota. I began my referral business by consulting with companies to develop a referral system.

Referrals 291

Referrals Cold Calling Survey Scale 291

Pipeliner

JULY 23, 2019

Don’t miss this event – it could mean the difference between closing more deals, hitting quota and a year of “what could have been”. That is why we have gathered a top tier panel of experts to debate this enduring subject and share their collective wisdom and insights with you. Webinar takes place on 28th of August at 10am PT.

Closing 66

Closing Decision Maker Webinar Metrics Quota 66

Babette Ten Haken

JUNE 25, 2018

First, when sales people put on the pressure to fulfill their quarterly quota, clients go dark. Also, when internal sales and client service teams are in such a rush to fulfill their daily call quota, they do not take the time to truly listen to the stated and unstated needs of the real, live customer. More details here.

Customer 54

Customer SME Retention Hiring 54

Babette Ten Haken

AUGUST 13, 2018

Amidst the daily overwhelm of fulfilling KPIs and meeting quotas and deadlines, who has time for calm attentiveness and reflection? Rather than representing a tactical, self-serving, solution which meets our quotas and KPIs. Engage me to speak or conduct an interactive workshop at your next corporate or association event.

Customer 53

Customer SME Retention Quota 53

Janek Performance Group

MARCH 6, 2024

But when it comes to hitting quota, they outperform men 86 percent to 78 percent. Offer ongoing diversity education and workshops to foster awareness, empathy, and alignment within the sales team. In addition, according to the Bureau of Labor , women comprise more half the workforce (56.8 However, women only comprise 29.5

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

SBI

OCTOBER 15, 2019

If you have a stellar team that’s exceeding their sales quotas and an endless supply of satisfied customers, it may be difficult to see the advantage of playbooks. In addition, salespeople handling such deals could vary in their approaches to managing the sales cycle, building relationships and meeting quota. Not a “one size fits all”.

Scale 101

Scale Sales Cycle Quota Sports 101

Hubspot Sales

JANUARY 9, 2018

Run three-day referral techniques workshop. For example, maybe Rep Carol’s January quota is $5,000. Rep Shane, who’s still ramping, has a $3,000 monthly quota. This section summarizes your game plan for hitting your revenue targets. Here are a few examples: Objective: Increase referral rates by 30% this quarter. March: $14,000.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

MJ Hoffman

JUNE 29, 2017

Not only are you paying for the training itself and related expenses, your sales team is losing prime selling hours to attend workshops and sessions. CSO Insights' 2016 Sales Enablement Study found successful training can increase quota attainment up to 38% (depending on the focus of the training).

Training 45

Training Quota Study Sales Enablement 45

Babette Ten Haken

JANUARY 3, 2019

They think you are going to love them and leave them because you are tactically (and quota-) focused. Engage me to speak or conduct a workshop at your next corporate or association event. Why avoid talking about the future of your relationship? Consider this scenario from the customer’s perspective. They are skeptical.

Ideal Customer Profile 71

Ideal Customer Profile Customer Retention SME 71

Babette Ten Haken

AUGUST 22, 2018

Yet, as we chase quotas and attempt to fulfil KPIs, often the last professional attribute we think about is self bias. Providing compelling speaking programs and workshops focused on professional innovation, workforce engagement and customer success for customer retention. This week, I am engaged in what I love and what I do best.

Customer 59

Customer Epiphany Retention SME 59

The Pipeline

SEPTEMBER 25, 2013

I usually start my Proactive Prospecting workshops by asking “Who here can make quota strictly from their base and referrals from that base?” The rule being that cold calling is a key and necessary (evil) part of successful B2B selling.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Sales and Marketing Management

MAY 12, 2019

You’re incentivized to hit a volume target, likely paid faster when a client pays faster, are likely rewarded for longer commitments (or penalized for shorter commitments), and have a quota based on hitting period-based targets, right? . He also is a keynote speaker, workshop leader and trainer as principal and founder of Sales Melon LLC.

Negotiation 166

Negotiation Discount Proposal Face-to-face 166

Braveheart Sales

JANUARY 7, 2020

These all make complete sense within the framework of a sales workshop or a sales kick-off. The sad truth is that roughly half of salespeople miss their quota. Sure, there usually are some nuggets that can be gleaned from attending a workshop. So, the training lives in a bubble, only to be practiced in a workshop.

Training 59

Training Sales Cycle Account Coaching 59

InsightSquared

MARCH 9, 2020

What’s even more inspiring is that she works tirelessly to promote a more empowering working environment for female sales professionals – through corporate workshops, seminars and speaking engagements – so that they can continue to grow and develop their career even outside of the NAWSP. A down-to-earth, yet very inspiring goal!

Energy 87

Energy SalesForce LinkedIn Decision Maker 87