January 10, 2014 at 7:00 AM
You just got your new quota and it’s gone up. Now you need to roll it out to your management team. You know there is going to be pushback from your team. Don’t panic, it’s not the end of the world.
Top sales leaders know how to communicate and roll out a sales plan. Here are some ways to make it painless.
December 11, 2013 at 7:00 AM
You’re closing in on the fiscal year. Soon you will be given a new number. It will be higher than last year. There are two approaches to handling this:
- Put the entire number on your back.
- Get marketing to take a portion.
We recommend option 2. The rationale for sales shouldering the entire quota is weakening. In the past, marketing’s effectiveness relied on fuzzy metrics like “Brand Awareness”. Today the modern B2B CMO can match marketing efforts directly to sales dollars. Marketing automation systems have allowed marketing leaders to:
Track anyone who fills out a form or responds to an email
Track these inquiries until they turn into viable leads
Track all leads from nurturing activities to close
Detect the sales amount from the opportunity
This year, make the case that Marketing’s contribution be measured in revenue. Download our Sales and Marketing Quota Agreement and propose it to your CEO and Marketing VP today.
Getting marketing's buy in isn't easy. There are three steps to get marketing to take a Number:
November 7, 2013 at 7:00 AM
Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. It was much higher than you planned. It resulted in a poor start in the first quarter. And you are still feeling this pain deep in the fourth quarter. Everyone wants to know the quota from corporate before Day 1 of the Year. Sales leaders want to start strong in the first quarter. Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. It happened last year. Most likely it will happen again this year.
- Understand what it takes to make up the gap
- 5 Non-negotiable actions needed to get a quick start in the first quarter
- Execution best practices so you actually achieve your plan
October 8, 2013 at 7:00 AM
From here you can see over the horizon. You have a pretty good idea if you’re going to make the number. It might not look promising. About 75% of U.S.-based corporations operate on a calendar fiscal year. Now is the time to plan for 2014. Do you have the right number of reps?
Proper headcount is critical to making your number. What else can you do to make the number next year? Register here for the SBI 7th annual Research Tour to get top-notch insight. Become best-in-class.
July 14, 2013 at 7:00 AM
There’s no denying that in sales, talent is a key differentiator. The same goes for pro athletes. The majority of your “A” players are talented. They hold themselves accountable and have the competencies required for success. However, even the most talented will fail if they're put in the wrong environment. Even the best NFL quarterbacks. Today’s post is about how Sales Ops can create conditions that enable success.
How well have you created conditions for sales success? Find out by downloading the Sales Performance Conditions Scorecard here.
July 9, 2013 at 7:00 AM
When you set annual sales quotas, they always look great on paper. You go through a painstaking process with your sales leaders. You look at historical attainment levels. Review the opportunity pipeline. Even make sure you have enough reps to split the revenue goal evenly.
June 16, 2013 at 7:00 AM
You have been on the receiving end of this phone call. ‘I need more from you and your team this year. Forecast says we are down 15% and the CEO wants to reissue quotas. Splitting the increase amongst your peers, your number just went up by 5%. Figure out how you are going to adjust and make it happen now. I know you can do it.’
Our ‘Flip the Funnel’ Guide will help you. It’s an assessment and guidance that:
- Helps you assess if you are going to make it.
- Gives you actions on how to actually do it.
- Prepares you for next year when it happens again. It will happen again.
December 29, 2012 at 7:00 AM
December 16, 2012 at 7:00 AM
November 22, 2012 at 7:00 AM
Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. You might have the best propeller-heads available performing segmentation analysis. But if you can’t drive segmentation into the field you’re wasting much of your company's expense and effort.
How it Begins