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Dear Sales Management: You’re Setting Quota Wrong

SalesGlobe

For sales management what we tend to see are a less than effective methods that drive the quotas with less than effective results. Sales management must expand their approach by assessing market opportunity, evaluating revenue sources, gauging sales capacity, and gaining a bottom-up view.

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How to Set More-Realistic Sales Targets using Historical Data

QYMATIX

Second , they apply judgment to establish a final sales target for each sales representative or region. Studies present these steps as two interrelated sales target setting methodologies: Uniform-Growth Quota and Relative-Growth Quota. Leave aside mergers, acquisitions and joint venture, which amount for inorganic growth.

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Brainshark Acquires Rekener to Deliver Industry’s Only Data-Driven Sales Readiness Platform

SBI

With Rekener, Brainshark will provide cutting-edge visibility into sales team activities, behaviors and productivity, helping customers make real connections from improved readiness to increased revenue. the industry’s only data-driven sales readiness platform , today announced that it has acquired Rekener, a leading sales scorecard provider.

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Cirrus Insight Announces Sean Piket as VP of Revenue

SBI

In this new role, Sean is responsible for leveraging Cirrus Insight’s strong fundamentals to take it to the next level in terms of world-class sales enablement, enterprise-grade service, and individualized customer success. Sales Enablement. Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions.

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Invisible.io Launches New RevenueGrid.com Sales Engagement Platform

SBI

This, coupled with powerful team-level analytics and opportunity heatmapping gives sales managers unprecedented opportunities for improvement. “Sales teams aren’t the same, and software shouldn’t be one size fits all. Sales Enablement. ????Revegy, Sales Enablement. Opportunity Management.

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Chorus.ai Launches AI-Based Recommendations That Highlight Key Coaching Moments and Deal Risks

SBI

Highlighted moments can include calls that managers need to coach reps on, deals that need to be reviewed based on value or risks, and conversations from which others can learn. Recommendations cuts through the noise to find the signal each manager should pay attention to.” Sales Enablement. ????Revegy, Sales Enablement.

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SalesTech News: @Brainshark Unveils READY20 – the Only Sales Enablement Event Dedicated to Furthering Sales Readiness

SBI

Today, the priority placed on sales readiness is incredibly high,” said Brainshark CEO Greg Flynn. The conference will also offer attendees exclusive, in-depth looks at recent and future additions to the Brainshark platform, coming on the heels of the company’s acquisition of Rekener last month. Sales Enablement.