{"id":16304,"date":"2018-07-30T17:04:05","date_gmt":"2018-07-30T16:04:05","guid":{"rendered":"https:\/\/intercom.com\/blog\/?p=16304"},"modified":"2024-07-25T11:57:29","modified_gmt":"2024-07-25T10:57:29","slug":"5-strategies-hit-sales-quota","status":"publish","type":"post","link":"https:\/\/www.intercom.com\/blog\/5-strategies-hit-sales-quota\/","title":{"rendered":"License to sell: 5 strategies to hit your sales quota"},"content":{"rendered":"

In sales, there\u2019s one number we obsess over \u2013 our quota. As soon as one month ends and another starts, we can\u2019t help but ask, how am I going to hit my number? Yet for all the time we spend thinking about it, many of us don\u2019t have a game plan.<\/p>\n

As an Inbound Sales Development Rep, I face the challenge of not having any control over the leads that get passed to me. I can\u2019t predict the quality of these leads or how many of them I\u2019ll receive in a day. If you\u2019re an outbound SDR<\/a>, you may not know if the phone number you have is going to connect you to the right person or if that person you\u2019re calling is in the market for what you\u2019re selling.<\/p>\n

Don\u2019t be afraid to own your leads from first touch to qualified opportunity<\/p>\n

Even if you do connect with a high-quality lead, your work isn\u2019t done yet. Most models for SDR compensation require sales opportunities to reach a certain stage before they count toward an SDR\u2019s quota. And once your lead has been passed to an account executive, it\u2019s out of your hands and up to the account executive to follow up\u00a0 with the customer<\/a> and get your opportunity to that required stage. It\u2019s no wonder many SDRs feel like hitting quota is a game of luck.<\/p>\n

But what I\u2019ve found is with a little planning, you can stack the odds squarely in your favor. It starts with having a solid picture of how many leads you to need convert each week and the various ways you\u2019re going to get there. Just as important is embracing your license to sell; don\u2019t be afraid to own your leads from first touch to qualified opportunity, even if that means applying a little pressure. I\u2019ll walk you through how to create a pacing plan and four more levers you can pull to consistently hit your sales quota.<\/p>\n

Hit your sales quota using these 5 strategies<\/h2>\n

1. Set the right pace<\/h3>\n

As salespeople we always want to exceed our goal, so my first piece of advice may raise some eyebrows. I recommend creating a pacing plan that enables you to exactly<\/em> hit your sales quota. The goal of having this plan is to perform at a consistent level month over month. After all it\u2019s in nobody\u2019s best interest to cycle between stellar months and crappy months just to sometimes exceed your quota. Of course getting ahead of your number is always a good thing and having a pacing plan allows you track just how far ahead, or behind, you are so you never let off the gas too early.<\/p>\n

Creating your pacing plan comes down to a simple equation: take the number of qualified opportunities you need to hit quota and divide by the number of weeks in the month. If you need 40 qualified opportunities and you have four weeks, you\u2019ll need to convert at least 10 leads per week. My pacing plan is cumulative so I can easily track my progress to hitting quota. I keep myself honest by tracking the actual number of leads I\u2019ve converted to-date and adjusting my plan accordingly. Here\u2019s an example pacing plan:
\n\"sales<\/p>\n

2. Qualify leads for quality<\/h3>\n

When hitting your sales quota feels like a game of luck, it\u2019s tempting to believe simply having more leads will increase your chances of success. In reality we should always optimize for higher quality leads who are a good fit for our business. Here at Intercom, we use live chat to qualify our inbound leads. Having real-time conversations enables us get granular about our leads\u2019 goals and quickly address their questions. Down the line that means less time chasing leads who were never going to buy and more time working opportunities that\u2019ll actually help us meet our number.<\/p>\n

Regardless of whether you qualify leads<\/a> via phone, email or live chat, it\u2019s important to be personal. By being someone your leads want to buy from, you\u2019ll get better information from them and if they\u2019re a good fit, they\u2019ll be more likely to become paying customers. That said don\u2019t shy away from asking tough but critical questions like \u201cWhat\u2019s your budget?\u201d or \u201cHow soon are looking to buy?\u201d. The trick is to have a two-way dialogue that gives your leads plenty of context for why you\u2019re asking certain questions. This is a lot of the early muscle and grit that\u2019s put into reaching your sales quota.<\/p>\n

3. Don\u2019t let good leads go dark<\/h3>\n

This may sound obvious but you need to actively manage your leads. Not every lead will want to take a meeting with an account executive right away and it\u2019s in the best interest of your sales quota to keep these leads warm until they do. Here at Intercom, we leverage multiple tools to stay on top of our leads. For our traditional MQLs, we create email cadences to nurture leads with relevant content until they\u2019re ready to talk. For our live chat leads, our Intercom Inbox<\/a> makes it easy to follow up with them. I use the snooze button<\/a> to remind myself to follow up with leads who haven\u2019t responded to my last message. If an old lead reappears, I can easily see all the history from my previous conversation and pick up where we\u2019d left off. My point is time kills all deals<\/a> and if you\u2019re not actively managing and selling your leads, you\u2019re just throwing away potential opportunities.<\/p>\n

4. Re-engage your cold leads<\/h3>\n

You should confidently exercise your license to sell<\/p>\n

We\u2019ve all been in this situation: a lead who seems super interested in your product just goes completely dark one day. It happens for a multitude of reasons \u2014 loss of budget for the project, change of leadership, better competitive offering. It\u2019s easy to assume because your leads went dark, there\u2019s nothing you can do. But here\u2019s where I\u2019d argue you should confidently exercise your license to sell. If you\u2019ve had a good conversation with the lead<\/a> in the past, it can only help to reach out and try to gain context on the situation. If the lead\u2019s response is, \u201cWe aren\u2019t interested,\u201d you\u2019ll know you\u2019ve exhausted every avenue. If the response is, \u201cWe\u2019re open to revisiting your product,\u201d you\u2019ll have another lead that can help you hit your sales quota.<\/p>\n

A great way to re-engage cold leads is to stay on top of industry news. For instance, if you notice your lead\u2019s company has just gotten a new round of funding, you can reach out to congratulate them and then show them how new updates to your product could help them grow even faster. Other examples are mergers and acquisitions, major launches or even mentions in publications like TechCrunch. Be creative about how you warm up your cold leads!<\/p>\n

5. Communicate to sell<\/h3>\n

In sales, it\u2019s just as important to communicate effectively with your team<\/a> as it is to have good conversations with your leads. When passing sales opportunities<\/a>, it\u2019s critical the right information is shared with AEs. Details like use case, timeline and stakeholders all make it easier for the AE to follow up. If you notice qualified leads haven\u2019t been contacted, proactively follow up with the assigned AE \u2014 even the best ones can use a gentle nudge every once in awhile. It\u2019s up to you help move promising deals forward and get yourself that much closer to hitting your sales quota.<\/p>\n

The same principles of clear communication apply to setting expectations with your leads. Here at Intercom, when we schedule next steps with our live chat<\/a> leads, we let them know when they can expect an AE to get back to them. This is especially important when we pass leads to AEs in other timezones and it may take up to a day for the lead to hear back. By being clear and upfront, you gain your lead\u2019s trust and reduce the risk of them going dark while they wait.<\/p>\n

Don’t be afraid to roll the dice<\/h2>\n

Like many things in business, certain elements of sales \u2014 the quality and volume of inbound leads, for example \u2014 are out of your control. But by having a solid game plan and embracing your license to sell, you can increase the odds of achieving success. For me, hitting my number consistently comes down to staying honest to my pacing plan and pulling the right levers at the right time. This is the playbook I keep in my back pocket to get me from the first day of the month to my sales quota.<\/p>\n

Are there other techniques you use to hit quota? Comment below or drop me a line on Twitter<\/a>!<\/p>\n","protected":false},"excerpt":{"rendered":"

If you work in sales, there\u2019s one number you likely obsess over \u2014 your quota. Here are 5 proven strategies to help you consistently meet and exceed your quota.<\/p>\n","protected":false},"author":337,"featured_media":16387,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"category":[1],"tags":[3198,184,3319,586],"coauthors":[11573],"class_list":["post-16304","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-saas-sales","tag-sales","tag-sales-advice","tag-sales-strategy"],"yoast_head":"\nSales Quotas: 5 Proven Strategies to Consistently Hit Your Quotas<\/title>\n<meta name=\"description\" content=\"When you work in sales, there\u2019s one number you obsess over \u2014 your quota. But meeting your quota is easier said than done. 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