Eric Simmons

A question for Sales Leaders re: quotas - A friend in Medical sales just got their quota...halfway through May (almost halfway through the year). As a territory manager they hustled in 2023 and achieved 111% to quota. They were #4 in Canada and #1 in Ontario. Great, right? Wrong... As a reward, they were gifted with a 12% increase in quota not from previous year's quota, but from previous year's achievement, and to me this just doesn't make sense. 👉 This type of quota calculation rewards those who achieved 90% (or even lower ) 👉 Demotivates those high achievers - They used their relationships to get orders in before quarter/year end and those doctors won't be needing those products perhaps for 18 months 👉 Promotes #quietquitting - doing the minimum requirements of one's job and putting in no more time, effort, or enthusiasm than absolutely necessary 👉 Promotes mediocrity - the more I sell the more will be expected of me next year My friend is understandably demotivated. They are the first ones to help with any events, often being away from home on a weekly basis to help other colleagues with their events/sales. They no longer want to put in any extra work and are questioning the company and whether it may be time to leave. I would love to hear from Sales Leaders out there as to how you calculate quotas, what systems/products you use, and how you deal with employees who have questions.

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Today I meet with Marc Mac for the SDR Insider Where we dive into everything everything Sales Development should be and was prior to the Predictable Revenue™ Inc. Revenue split outs. Things like ; - Connective Actions Over Conveyor Belt: I argue that the traditional model, popularized by Predictable Revenue, has turned business development into an entry-level, high-turnover role characterized by repetitive, low-value tasks. In contrast, my approach insists that true business development should be handled by seasoned, senior A-players who understand the nuances of each step in the customer journey. -I've always believed that sales isn't about how many calls you make but how deep you can engage with each prospect. My method involves thoroughly understanding the customer's needs, aligning them with business objectives, and ensuring every interaction adds value. This approach counteracts the impersonal, volume-based sales tactics that have become too common. - Closed Circuit Selling is about seeing the customer journey as a circuit where every touchpoint matters. From initial awareness through to post-sale support, each phase must be strategically connected, ensuring that sales efforts are not just about closing deals but about nurturing long-term relationships. - Comprehensive Funnel Oversight: Chief Revenue School which I co-founded with George Coudounaris takes these principles further. It's designed to be the ultimate learning center for Chief Revenue Officers and sales professionals who want to oversee the entire funnel. We teach not just sales tactics but strategic oversight, ensuring that professionals can see, understand, and influence every part of the customer experience. - we emphasize education that leads to innovation in sales practices. We're not just training people in what has been done; we're preparing them to think beyond current methodologies, to innovate sales strategies that are responsive, adaptive, and fundamentally customer-centric. - One of the key teachings at CRO School is how to dismantle the silos that exist in many organizations. We focus on creating a culture where marketing, sales, and customer success teams don't just coexist but collaborate to drive revenue growth. This is where I see the future of sales - in the connectivity and synergy across all departments. - I've been vocal about how the conveyor belt approach of Predictable Revenue, with its emphasis on metrics like call numbers over meaningful engagement, fails to cultivate genuine customer relationships. My methods push for a return to a more human, value-driven sales process. - I stand for quality interactions that build trust, not just transactions. My teachings and practices through Closed Circuit Selling and CRO School advocate for a sales culture where every touchpoint is an opportunity to deepen customer engagement, not just another step in a mechanical process. #B2B #SDR #BDM #VoiceOfCustomer #MarketingDevelopment

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Let's talk ICP. This week I have spoken with 3 clients about it, and it was a topic of conversation with a couple folks at a recent GTMfund dinner in Toronto. The common thread is that most Sales orgs are not getting deep enough with their understanding of the market that they sell into. "𝐖𝐡𝐚𝐭 𝐢𝐬 𝐲𝐨𝐮𝐫 𝐈𝐂𝐏?" Typical response: n# of employees, X industries, Y titles. Great data points, and helpful context when building lists. But there is no context here, no 'why', no triggers/signals/insert other buzzword that allows to actually know when our prospects need a solution. At the end of the day, we as sellers are solving specific problems with our products, and we are looking for organizations and contacts that are currently experiencing that exact problem. Company size, roles, and industries rarely paint that whole picture. So where do we start? When building out your ICP approach it's important to start at the top of the funnel, and work your way down. (Told you - big funnel guy) 𝐖𝐡𝐚𝐭 𝐭𝐲𝐩𝐞𝐬 𝐨𝐟 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐮𝐬𝐞 𝐮𝐬? 𝐖𝐡𝐲?  Answer this by talking to customers, combing through existing customer reports, learning from churned orgs., and looking at the companies that came inbound to you. 𝐖𝐡𝐚𝐭 𝐞𝐱𝐭𝐞𝐫𝐧𝐚𝐥 𝐭𝐫𝐢𝐠𝐠𝐞𝐫𝐬 𝐜𝐚𝐧 𝐲𝐨𝐮 𝐬𝐞𝐞 𝐭𝐡𝐚𝐭 𝐥𝐞𝐭 𝐲𝐨𝐮 𝐤𝐧𝐨𝐰 𝐰𝐡𝐞𝐧 𝐭𝐡𝐚𝐭 ^ 𝐭𝐡𝐢𝐧𝐠 𝐢𝐬 𝐡𝐚𝐩𝐩𝐞𝐧𝐢𝐧𝐠 𝐨𝐫 𝐚𝐛𝐨𝐮𝐭 𝐭𝐨 𝐡𝐚𝐩𝐩𝐞𝐧? Raises, new hires, growth stages, public documents, social posts, changes in industry regulations are all examples of this. 𝐖𝐡𝐲 𝐝𝐨𝐞𝐬 𝐭𝐡𝐢𝐬 𝐭𝐡𝐢𝐧𝐠 𝐦𝐞𝐚𝐧 𝐭𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐚𝐫𝐞 𝐞𝐱𝐩𝐞𝐫𝐢𝐞𝐧𝐜𝐢𝐧𝐠 𝐭𝐡𝐞 𝐩𝐫𝐨𝐛𝐥𝐞𝐦 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮 𝐬𝐨𝐥𝐯𝐞? If you cannot connect the dots here, you are likely coming across as far too generic in your messaging. The classic "why you, why you now" approach. 𝐖𝐡𝐨 𝐢𝐧 𝐭𝐡𝐨𝐬𝐞 𝐜𝐨𝐦𝐩𝐚𝐧𝐢𝐞𝐬 𝐛𝐮𝐲, 𝐜𝐡𝐚𝐦𝐩𝐢𝐨𝐧, 𝐚𝐧𝐝 𝐡𝐚𝐯𝐞 𝐚𝐧 𝐢𝐦𝐩𝐚𝐜𝐭 𝐨𝐧 𝐭𝐡𝐞 𝐩𝐮𝐫𝐜𝐡𝐚𝐬𝐞? 𝐖𝐡𝐲? Go back to the data, follow deals, talk to customers. Go through these questions and your prospecting will become much more targeted, which will lead to increased email and call metrics, and will likely book you a bunch more deals. Think about how many "no's" or no responses are the result of you reaching out to people who simply don't care. You can eliminate so many of those by paying more attention to your true ICP. How does your prospecting look today? Is your current iteration of ICP helping or hurting it?

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How We Booked 240 Demos for our Canadian Client.   (In Just 1 Month) Souqh, a holistic real estate and home service marketplace in Canada. Was grappling with some significant sales challenges.  Their sales processes were complex. And reaching out to home service providers seemed almost impossible. This is where Munzai Solutions stepped in. We introduced a dedicated virtual sales team. That engaged with potential partners and efficiently scheduled demos. We also crafted customized cold call scripts. Highlighting the pricing benefits. And features that would convert leads. And the results?  In just one month, we booked 240 demos.  Leading to: - $2,331.5 in Monthly Recurring Revenue (MRR)  - $2,000 in Annual Recurring Revenue (ARR) This collaboration shows how streamlining sales processes can drive impressive results quickly.  P.S. Want to boost your sales? Book a 30-minute Sales Consultation Call Now! 🔔 Follow Zain Arif for Daily Sales Tips 📌 Book a 30 Minutes Sales Consultation with Munzai Solutions 👇 #Sales #ClientSuccess #Outreach

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The Power of Team Building: More Than Just Fun and Games In the fast-paced world of sales, where targets dominate, it's easy to overlook a mission-critical component of success: team building. At Vendasta, we live by "work hard, play hard." Our sales team balances relentless dedication with a vibrant culture that fosters camaraderie and innovation. Can you guess the theme in this picture? These fun days are vital for: - Enhanced Communication: Breaking down barriers for effective communication. - Increased Motivation: Building loyalty and motivation to achieve goals. - Creativity and Innovation: Encouraging fresh ideas and approaches. - Trust and Collaboration: Fostering a supportive, collaborative environment. So, what's the theme of this picture? Drop your guesses below! 👇 #TeamBuilding #SalesTeam #WorkHardPlayHard #CompanyCulture #TeamSpirit #SalesSuccess #Vendasta

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🚀 Ready to turbo-charge your sales and close those complex deals faster? Look no further! Introducing "Sales Enablement for SaaS Teams: How to Equip Reps to Close Complex Deals Faster". But wait, there's more! 🤓🔍 Why you NEED this guide: 🔹 Streamline your sales processes 😎 Empower your reps with invaluable tools 💡 Enhance decision-making with actionable insights 🤝 Build stronger client relationships Don't let complex deals slow you down! Equip your team with the ultimate playbook they need to win big and close faster. Dive into our guide and watch your SaaS sales soar sky-high! 🚀✨ Ready to transform your SaaS sales strategy? Click right here: https://nuel.ink/nDYtx2 and get started today! We’d love to hear your thoughts! Share your strategies and experiences in the comments below. Let's get the conversation flowing! 🔥👇 #SalesEnablement #SaaSTeams #CloseDealsFaster #B2B #SalesTips

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hey RevOps - if you're a high-velocity SMB shop selling a large number of small deals, how should you grant quota credit to AEs? 🤔 Signature date? Payment date? Contract effective date? Like most things in RevOps, simple questions like this do not have simple answers. This question was posted in the RevOps Co-op Slack group recently and the community provided some 🔥 feedback like: 📍 Signature date seems to be the most popular choice, but always with a big caveat 📍 That caveat relates to the amount of churn or turnover when it comes to signed deals that don't pay - if the AEs are closing crumby customers that don't pay, then you want to use payment date instead 📍 If you have deals that get signed far in advance of the contract effective date / subscription start date, this adds additional risk to revenue - so may want to consider using the contract effective date instead 📍 Some folks do a mix; for example, 50% at signature, and 50% at payment (or some other metric, like 6 months after deal signature) 📍 In all cases, you want to make sure the structure is set up to drive the behavior you want to encourage without a huge delay between the work done and incentive provided Anything else you'd add to this list? #revops #revenueoperations #salesops #salesoperations #compensation #incentivemanagement

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Want to see EVERYTHING that Sales Assembly did with our members in May? Check out the PDF here, or below the post, for the May edition of Sales Assembly Wrapped 🎁 A few of my takeaways from May: PEER GROUPS DISCUSSED PRODUCTIVITY + EFFECTIVENESS Topics like improving sales outreach response rates, leveraging more effective enablement tools, and properly measuring success + using more data to make decisions were all consistent themes. Also highlighted was the growing role of AI and personalization in presales processes - which speaks to further enhancing efficiency and effectiveness. THERE IS A STRONG FOCUS ON CUSTOMER RETENTION Out of our 19 live trainings, some of our highest rated (and most well attended) programs were ones tied to skills like Risk Mitigation, Consultative Support, and Deal Management. Companies (and individual learners) are acutely aware of the issues surrounding logo + revenue retention, and are taking proactive measures to address it by equipping themselves and their teams with the right knowledge. *Check out page 3 for clips you can watch from a few of our top rated programs last month... 30 COMPLETED CERTIFICATIONS Our certifications are spread out and earned over weeks or months, which helps with knowledge retention, limits time off the floor, and simply offers a better learning experience compared to full day or multi-full day certifications. Seeing 30 people earn their certification across various skills in May indicates these folks have been working towards it for most of the spring, which speaks to their commitment level, and their organization's. Building a culture of learning is a priority right now! ______ If you're a sales, CS or enablement leader and are thinking to yourself that your teams could benefit from being involved in this type of awesome, engaged learning community, DM me and we'll chat...or go direct to Matt Green who is prone to offer discounts on the first discovery call 🙈

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Channel partnerships are an effective and highly-efficient revenue strategy to supercharge growth. Choosing the right type of experienced leaders to help you get there can be even more important.

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🚀 Ready to supercharge your sales strategy? Dive into "Why Your Sales Enablement Strategy is Failing (and How to Fix It)" and discover the secrets to turning setbacks into comebacks! 🌟 🔍 Uncover the common pitfalls that are tripping you up and learn: - The sneaky reason your team might be underperforming 🤔 - Effective solutions you can implement TODAY 🔧 - Key insights to keep your B2B biz booming 📈 Wave goodbye to those sales slumps and say hello to skyrocketing success! 🌈✨ Curious? Click the link to unveil the secrets: https://nuel.ink/DWT9UX 🌟 💬 We'd love to hear your thoughts! 💡 Have your strategies ever failed? How did you overcome them? Share below and join the conversation! 🎤👇 #SalesStrategy #B2BSuccess #SaaSStartup #GrowthHackers #EnablementEdge

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99% of sales teams are still doing outbound ALL wrong (...here's how AI changes the game): Most sales teams waste time with generic, spray-and-pray outreach strategies. But the game is changing fast. Here's a proven 3-part framework to transform your sales approach using AI: Signal-Based Targeting:  AI helps you identify micro-niches and precise triggers like job changes, funding announcements, and LinkedIn engagement moments. This means your outreach hits exactly when it matters most. Dynamic Personalization:  Craft hyper-relevant messages that speak directly to a prospect's specific pain points. Use cutting-edge tools like Clay and Apollo.io to generate laser-focused communication. Performance Feedback Loops  Implement real-time campaign optimization so every single interaction makes your next outreach smarter. Linkedin Sales Navigator Premium and tools like Trigify.io make this process seamless. When you leverage AI intelligently, everything changes — engagement rates go up, conversion rates skyrocket, and wasted effort becomes a thing of the past. The future of sales isn't about volume. It's about precision. Do this, and watch your sales pipeline transform. Ignore it, and get left behind. Want our full AI-powered playbook to revolutionize your outreach? DM me "PRECISION" and I'll show you exactly how to do it.

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Master the “Law of Averages” and see your sales outcome improve drastically! Lets take an example: For every 45 attempts, she gets 15 conversations, 5 presentations, and lands 1 sale. This data-driven approach helps her identify unlikely leads FAST, boosting her conversion rate. The takeaway for SaaS (and beyond): Numbers matter: Track your calls, presentations, and conversions. Persistence pays: Rejection is a stepping stone, not a dead end. Quality & Quantity: Both are key! High interactions + focused effort = success. This will help you to: ➡ Predict sales performance ➡ Target qualified leads ➡ Refine your sales training ➡ Sales isn't just a numbers game, but data empowers your human touch! How do you use data in your sales approach ?

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Last week, we kicked off the 2024 #RevOps Workload and Compensation survey with Matthew Volm and Camela Thompson at the RevOps Co-op. While it's calibrating for RevOps, people across operations, Sales, and CS leadership can weigh in. The report will include insights into: - Compensation trends - Workload trends - Sales methodologies - Forecasting methodologies - How deal 1:1’s affect performance - How forecasting processes influence accuracy - How sales methodologies influence outcomes The team I worked with at Consensus (specifically John Cook) produced a similar report each year for the Presales function, and it was amazing to see how people responded to it. It turns out, we're all a little curious about how much we make relative to our peers, what those peers are spending their time on, and where we should focus to have a bigger impact. Those are the kinds of insights I'm hoping to bring to RevOps. If you have 10 minutes and you're in RevOps, Sales Ops, CS Ops, Mar Ops, Sales or CS leadership, take a look. We anonymize the data and anyone who participates will get early readout access to the final results. Help us provide a fresh look into revenue operations! Cody Guymon Brian Kelly Evan Randall Darren Fay Ben Schafer Imran Musaev Anil Somaney Anastasiya Tsed Curtis Hommes Stephen Son Christine Dorrion Caroline Knetsch Meghan Gill Adam Ecevedo Rob Stanger Tim Sedwitz Zackery Hoag Brian Groner, MBA Rex Galbraith https://lnkd.in/gZtc9J5z

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Check out the latest episode of GTM Secrets by Identity Matrix with Hal Bennick! Get the full episode on every major podcast platform. Link in the comments. #sales #revops #abm

💁‍♂️ 3 simple steps to data effectiveness in any field sales org (in order)... 1️⃣ Get a CRM that your reps will actually use 2️⃣ Start with asking for only the data you absolutely need 3️⃣ Mandate adoption of the system in number 1 above 👆 These sound simple, right? You would be shocked at how many companies have 100+ reps driving around, and do exactly 0 of these....

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