SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Assign your team a quota. If not, you will soon.

Marketing 110

Marketing Sales B2B Sales Management 110

SBI Growth

NOVEMBER 19, 2012

This blog is for Sales Leaders running rapidly growing sales forces. 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.

Sales 110

Sales Decision-making Communication Organization 110

Sales Gravy

SEPTEMBER 22, 2017

There is no beginning, middle, or end in sales! Every day is a new day and it's about what can I do today to meet my daily and monthly quotas. Have you noticed in January the blogs are all about kicking off the year strong to meet end of yea

Sales 40

Sales Meetings 40

Customer Think

NOVEMBER 9, 2022

I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn't near.

Sales Management 85

Sales Management Management Sales Leadership 85

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in quota attainment 19.7%

B2B 198

B2B Sales Decision-making Negotiation 198

Drift

OCTOBER 11, 2021

“Cue the confetti, pumpkin is back.” ” I opened my inbox to that email at the end of this summer. My eyes widened. I could feel fall and crisp Boston air just around the corner. But I wasn’t convinced. “Summer is JUST ending,” I thought.

Sales 62

Sales B2B 62

SalesGlobe

JANUARY 19, 2024

The client has a quota-based annual plan that is set discretely each quarter with an annual true-up. At year-end, the annual quota and attainment will be trued-up. The management team has the discretion to set the quarterly number for each of the sales teams.

Innovation 52

Innovation Leadership Sales Leadership Communication 52

Jeffrey Gitomer

SEPTEMBER 29, 2011

Is Your Quota Set Too High? Tweet Share Most salespeople think that their quota is set too high, that their sales plan has been set at an unrealistic level. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Online Training.

Sales Training 93

Sales Training Leadership Media Sales 93

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Customer Think

DECEMBER 4, 2022

first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Related Posts: Should Sales People Be On Quota? The top executives and boards establish [.]. The post Can You “Connect The Dots” With Your Customer? Connecting The Dots, Can You Do It For Your Customer? The Problem With Account Planning.

Account Planning 78

Account Planning Organization Marketing Sales 78

Brooks Group

JANUARY 24, 2024

This is good news for B2B sales teams that have faced economic headwinds, shrinking customer budgets, and delayed or canceled purchasing decisions. But even throughout this tough period, some sales organizations have found a way to meet or exceed targets—and feel confident in their ability to do it again this year.

Supply Chain 96

Supply Chain Negotiation Sales CRM 96

Drift

MAY 24, 2019

Interested in contributing content to the Drift blog? trillion in business value in sales and marketing, according to McKinsey. That’s because AI is producing real results for sales organizations. Editor’s Note: The following is a guest post from Marketing AI Institute. Email Gail Axelrod at gaxelrod@drift.com.

Artificial Intelligence 48

Artificial Intelligence Sales Marketing Organization 48

Customer Think

OCTOBER 13, 2021

Over the past couple of weeks I’ve had a lot of conversations about sales performance. ” Too often, the driving metric for sales performance is “the number,” quota, [.]. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Should Sales People Be On Quota?

Management 64

Management Sales 64

Mike Kunkle

MARCH 31, 2023

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Brooks Group

MARCH 6, 2024

Sales effectiveness is your sales professionals’ ability to achieve their goals and objectives efficiently and successfully. Sales effectiveness also corresponds with the return your organization gets from its sales investment. But improving sales effectiveness is a complex task that few organizations do well.

Organization 84

Organization Account Management Sales Sales Training 84

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 262

Leadership Stakeholders Decision-making Sales Training 262

Customer Think

APRIL 23, 2021

The post Product Led Growth first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Related Posts: Sales And "Product Led Growth" Not All Revenue Is "Good Revenue" Yeah, You're Making Quota, Are You Doing Your Job? Driving Growth Can Insight Become Commoditized?

Acquisition 86

Acquisition Innovation Sales 86

Customer Think

APRIL 25, 2021

The post Problem Focused Growth first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Related Posts: Product Led Growth Yeah, You're Making Quota, Are You Doing Your Job? Sales And "Product Led Growth" How SaaSy Is Your Sales Model? In past decades we’ve seen both the pros and [.].

Marketing 78

Marketing Sales 78

Openview

NOVEMBER 30, 2017

The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. Apart from sales conversations, amazing reps and average reps look pretty similar.

Decision-making 119

Decision-making Sales B2B Meetings 119

RAIN Group

FEBRUARY 20, 2019

This RAIN Group article was originally published on the LinkedIn Sales Blog. Some sales leaders believe that a quota and an attractive compensation plan are enough to ignite the hustle, passion, and intensity in a seller.

Publishing 107

Publishing Sales 107

Drift

DECEMBER 6, 2019

Let’s talk about one of the hardest parts of sales: staying motivated and positive after you’ve been rejected. Day in, day out, sales reps everywhere are being hung up on, having their emails ignored, and being told “No.” But it might give you some comfort to know it’s not just sales reps that face rejection.

Sales 48

Sales B2B 48

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. Achievable quotas also encourage healthy competition within the team.

CRM 52

CRM Decision-making Sales Software 52

Brooks Group

APRIL 23, 2024

A sales career can be exhilarating and rewarding—offering the potential for high earnings, flexible schedules, and the chance to work directly with a diverse range of customers. As you consider whether a sales career is the right fit for you, it’s crucial to understand both the upsides and the downsides.

Sales Training 52

Sales Training Sales Decision-making Negotiation 52

Hubspot Sales

MAY 18, 2018

Sales Goals. Monthly sales goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Below, find out how to set sales goals on an individual and team level. How to Set Sales Goals. Calculate your monthly sales goal. Waterfall goals. Sequence goals.

Sales 145

Sales Meetings Onboarding Prioritization 145

PandaDoc

APRIL 3, 2023

Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Prioritization 98

Prioritization Sales Decision-making Government 98

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 277

Customer Experience Decision-making Profitability Marketing 277

Hubspot Sales

MAY 4, 2020

Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.

Media 115

Media B2B Decision-making Financial Services 115

Brooks Group

DECEMBER 20, 2023

In the dynamic world of sales, where every decision can make or break a deal, harnessing the power of data is critical. As a sales leader or sales manager, your ability to navigate the complex terrain of market trends, team performance, and individual contributions hinges on a crucial tool—sales metrics.

Sales 92

Sales Decision-making Sales Training Sales Management 92

SalesGlobe

NOVEMBER 19, 2021

As we adapt a new way of conducting business and sales with continued limited in-person contact, hybrid work locations, and curtailed business travel, companies are forced to make short-term changes to allow for disrupted supply chain and shifts in customer demand. Top Sales Effectiveness and Sales Compensation Issues.

Sales 96

Sales Supply Chain Acquisition Organization 96

Engage Selling

FEBRUARY 16, 2015

A question came up yesterday on our Sales Leader Webcast about Sales capacity and I promised to answer it on the blog today. How do you measure sales capacity and can you provide an example?” For sales management, a key element that gets […].

Sales 90

Sales Sales Management Management 90

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

Sales 52

Sales Government Retail Acquisition 52

Customer Think

MAY 18, 2023

Photo by Unsplash, CC0 1.0 “Sales is not about selling anymore, but about building trust and educating.” ” – Siva Devaki Sales psychology goes beyond just closing deals and hitting quotas; it is about building meaningful relationships with customers.

Sales 69

Sales Marketing 69

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. What Is Sales Process Adherence? If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Sales Management Plus -- SMP

DECEMBER 20, 2022

Distribution sales teams are under a lot of pressure to produce results. To meet their quotas and goals, they need access to the right data. Sales managers can use data to help them make informed decisions about how to lead their sales teams. You can use data to set realistic and achievable goals for your team.

Meetings 52

Meetings Sales Management Sales Decision-making 52

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Hubspot Sales

MAY 14, 2019

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The Top Quota-Killing Mistakes. If you take a look at the salespeople who meet their quota, they often have a mix of smaller deals that helped them meet their goal.

Stakeholders 88

Stakeholders Suppliers Meetings CRM 88