Coffeesforclosers
Notable Contributor
5
Director Sales and Market Development
Always carry 3x pipeline and prospect like you don't have any pipeline.ย 
CrazyTechnocrat
Old School Bravo
0
GrowthHacker
Nice Thought. Can you suggest any practices or techniques to hold 3X, 5X, 10X pipelines.
Coffeesforclosers
Notable Contributor
1
Director Sales and Market Development
Good mix of smaller deals and large ones. Large ones will take longer to close. Have a few in quarter and some that could pull forward and know some will also push. Prospecting is key. Everytime you close a deal (won or lost) you need to add 2 new ones in pipe.ย 
GrindingSales
Politicker
1
Account Executive
Piggybacking Coffeeforclosers that we also follow the 3X pipeline rule.ย  The thought that we are taught is a third of your pipeline will push, a third will go with another competitor and drop off and you should win a third of your pipeline each month.ย ย 
Coffeesforclosers
Notable Contributor
0
Director Sales and Market Development
Bang. And rinse and repeat right?ย 
CuriousFox
WR Officer
0
๐ŸฆŠ
What up yo?
CuriousFox
WR Officer
0
๐ŸฆŠ
Solid advice ๐Ÿ’ฏ
beerisforclosers
Politicker
1
Account Manager
I think @Coffeesforclosersย is spot on - we use 3x, too. I also usually forecast 70% of my commits and 30% of my upsides (to myself - obviously I roll the actual committed number).ย 

I think part of achieving is also accepting that you're going to lose some of the deals. Don't waste time if you're not going to win it. At the same time, don't rely on the deals you think are golden. Keep it rolling and stay focused on creating more opportunity. Work like you're at 50% even when you're at 150% and you'll crush!
Bittersweet0326
Politicker
1
Digital Business Associate
Yea @Coffeesforclosersย I agree. Also worrying about your companies sales target is not good. Set your own sales target for 20% above what is 'expected' and you won't have to worry come EOM/Q.
9

Should SDRs have a monthly quota or quarterly quota?

Question
9
Should SDRs have a monthly quota or quarterly quota?
75% Monthly
25% Quarterly
131 people voted
23
Members only

Is/has your team reaching/reached your quarterly target?

Question
27
Have you reached the Q3 target as a team?
50% Hell yeah baby! *popping champagne bottles*
46% No. :(
4% Other (explain in comments)
150 people voted