joopiter

Sales Development Representative

What's the Secret to Hitting 200% Quota?

I made a post earlier and got some great advice so I'm making another one. I'm starting in a position selling AdTech with a base 50K salary, 75K OTE, uncapped commission, and an accelerator after 100%. There's a strong product-market fit, and the company is the market leader. I know that high goals are not likely to be hit, but I like having high goals because it gives me something to work towards. For this year, I want to get as close to hitting the 200% quota as possible. How can I get there? I'm open to learning/coaching/mentoring, etc.

I have minimal experience selling in the past, one being when I was doing fundraising for a political campaign and got an average of $500 a day in contributions where I had to 'sell' a candidate that pretty much got wiped 95% to 5% in the polls. (Was young, and had no idea that would happen) Aside from that, I worked a Comms job where I cold-called customers on a daily basis to find stories for placement in newspapers.

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CadenceCombat

Tycoon

6

Account Executive

Nutmeg. Shhhhhh! Don’t tell anyone.

joopiter

Good Citizen

2

Sales Development Representative

So a spoonful every day? Maybe every hour if it’s getting to the end of the quarter?

oldcloser

Arsonist

1

💀

Fuck... thought it was Tapatio sauce. This explains everything.

braintank

Politicker

6

Enterprise Account Executive

1) good product
2) good territory
3) understanding "reverse funnel" metrics
4) consistent activity
5) don't hang up until they've accepted your calendar invite and you have their direct/cell number

CuriousFox

WR Officer

0

🦊

And have their first born...

ThatNewAE

Big Shot

5

Account Executive - Mid enterprise

1. Understand what problem you are solving. Always lead with it. There's absolutely no need to prepare for pitches.

2. Sales cycles and calls go 2x better when you know the DILO of your buyer. What are the normal days for them, what are the bad days for them. knowing this gives you some credibility

3. Map your territory so you know what areas are tech savvy, what regions have never responded - you change your tone and messaging based on that. A friend I know has a map of the region he is working in, right on his desk.

4. Old accounts, past opportunities done by other AEs previously sometimes act like low hanging fruits. You can start there, and then pan out the rest of the region.

5. Source your own leads, but make sure you are putting 100% of you in each and every lead that comes your way anyway

There are a lot of other ways in which you can make sure you are hitting your quotas

js2458

Politicker

2

Enterprise SDR

Not enough info - are you starting as an AE? SDR? What’s your average deal size? Sale cycle? Are you doing mostly outbound or inbound? To SMB or Enterprise? Shed a little more light…

joopiter

Good Citizen

1

Sales Development Representative

I’m starting as an SDR. I haven’t gotten any of the other information yet, but I know I’m working mid-market primarily

js2458

Politicker

2

Enterprise SDR

Hit the phones. As a SDR doing solely outbound myself, phones have been the way to crush. Sprinkle in LinkedIN and Email time to time but phones are the way to demolish your quota.

Expect to make like 150+ dials a day…as someone below said, it’s all a numbers game.

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Basically sales is a numbers game. Put in the effort and the results should come. Having good market fit and a good product certainly don’t hurt either.

jefe

Arsonist

1

🍁

ESPECIALLY for an SDR

AnchorPoint

Politicker

2

Business Coach

Hitting 200% of your sales quota is an ambitious goal! The right approach and mindset are key.

As with ANY goal, hard work and focus is important:

Break the goal down into smaller milestones to track your progress and stay motivated.

Focus on building a robust pipeline and maintaining consistent prospecting efforts.

Invest time in identifying and qualifying high-quality leads that align with your ideal customer profile.

Prioritize leads that have a genuine need for your product or service and are more likely to convert into customers.

Clearly articulate the value proposition of your product or service, address objections confidently, and tailor your message to resonate with the prospect's pain points and goals.

Continue to sharpen the saw: Invest in personal and professional development, attend training sessions, and seek feedback to enhance your skills continuously.

Stay persistent, maintain a positive attitude, and view setbacks as opportunities to learn and improve.

Utilize sales automation tools, customer relationship management (CRM) systems, and other technology to streamline your sales processes, track leads, and optimize your workflow.

Adapt and Overcome: Few plans go as planned. Stay focused on the goal understanding the course may have some detours.

Kaizen!! Consistently applied steps in the right direction with your focus on the goal can get you there.

Kosta_Konfucius

Politicker

1

Sales Rep

There really isn’t any silver bullet and there are lot of things out of your control. Good territory and good product are big, what role are you in?

FinanceEngineer

Politicker

1

Sr Director, sales and partnerships

The trick is larger and more strategic (think OEM) accounts. Any way that you can sell to someone who will either white-label it or resell it as part of their solution. That’s what I’ve used in the past.

HVACexpert

Politicker

1

sales engineer

A small quota

Hoopnip

Politicker

1

Commercial AE

Get buyers to pay for your solution. Do that over and over and over again and you will hit 200%.

Justatitle

Big Shot

1

Account Executive

bribery.

Filth

Politicker

1

Live Filthy or Die Clean

As an SDR you are just credited on disco's they agree to or actual closed deals?

If just the discos, call everyone and get your bullshit hat on. Play dumb, play smart, play music over the phone if that gets them talking. I miss being a SDR b/c you shouldn't care. Just get them to agree to a time. If your product is already good and you aren't afraid of the phones, have fun with it.

Also, don't be afraid to "power pack" meaning after you leave a VM, shoot a quick email (templated with like 1 personal line) and a meeting invite. You'd be surprised at people with auto accept on in outlook or just hit the button and blindly follow their schedule.

If its closed wise....just keep calling and do the above anyways, play the damn numbers.

Maximas

Tycoon

0

Senior Sales Executive

Luck has a big factor,just do your best and stop adding a burden on your shoulder, and it would come by itself one day!
As,I believe that most of who're hitting it don't usually get it back to back each month, unless the product itself is awesome and there's a massive demand on it AND\OR the rep has great negotiation skills!

Armageddon

Opinionated

0

Enterprise Account Executive

you wanna know the secret? Come close.... ::whisper:: work hard and get lucky along the way

0

Division Sales Manager

In general, sales training/coaching. You need to know the fundamentals of what has made you successful in the past and execute those things to the highest degree possible daily.

Maximize your money-making hours daily. Sometimes if people are busy, they think they're productive. If it's not going into money-making activity though, it's not moving you towards your quota goals.

Prepare the day before for what you will do the next day. Stay focused. Don't let outside issues distract you.

Time block. Even leave it on your voicemail. I will return calls between this time (x to x), and if it's after y time, I will return your call tomorrow. If a client has an issue, they won't be blowing you up to resolve it if you've set proper expectations.

Learn to be comfortable in the uncomfortable.

Motivational drive.

Know your numbers. How many calls do you have to make to get a prospect? How many prospects do you need to get a sale? How many people must you talk to annually to reach 200% of your quota? How many are you talking to daily? If you work out the math, are you talking to enough people? If not, how are you going to increase it?

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