Matt Gallagher

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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Struggling to make your sales presentations stand out? Our sales presentations white paper is here to help. Learn how to engage your audience and close more deals with powerful, persuasive presentations. https://lnkd.in/gxkEEVTB #salessuccess #salescoaching #salestraining #salestips #salesleadership #salesmanagement #salesrecruitment #virtualsalestraining #salesstrategy #salesconsulting

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Outsourcing SDRs? Don’t fall for: - A promise of X amount of meetings/month - X amount of dials and emails they promise to send out - Their email + call messaging skill Outsourcing has a bad stigma because there are so many companies looking to get quick money from clients with weak results. What to look for instead: - A team who understands they need to test messaging and help you make pivots to your ICP - Shares their sequence strategy - Shares their email and call messaging - Shares the tech they use - What they do to avoid ending up in a spam inbox and hurting your domain health - Builds your target/ICP lead list with you - Sends weekly reports on progress - Gives you access to their SDRs so they feel like they’re part of your internal team This is when outsourcing is worth it ⬆️ #outsourcing #sales

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Foureyes helps sales and BDC teams work their leads (hands-free) by: - Automatically emailing prospects based on their VOIs anytime a price change is made - Logging all web leads your people, process, or technology missed So grab a quick water break and get back to closing deals! Find out more: https://loom.ly/r5ot_QU #autodata #dealerdata #autotechnology #dealershipdata

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Foureyes helps sales and BDC teams work their leads (hands-free) by: - Automatically emailing prospects based on their VOIs anytime a price change is made - Logging all web leads your people, process, or technology missed So grab a quick water break and get back to closing deals! Find out more: https://loom.ly/MeGMqLM #autodata #dealerdata #autotechnology #dealershipdata

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Crafting successful sales strategies requires meticulous alignment with your prospects. Top sellers have the most accurate forecasts because of this alignment. When you forecast your numbers it's important that you have checked for key criteria to ensure that your prospects are as aligned as you think they are when submitting their forecasts: Both you AND your prospect should be aligned to: 1. Problem Awareness: The challenges they face and recognize the full extent and implications of the issue. 2. Buyer’s Metrics: The specific metrics and KPIs that matter to your prospect (not that you think should mater to them.) 3. Pain of Same: The consequences of maintaining the status quo. If the pain of same is low, so is the probability of you closing your deal. 4. Pain of Change: The discomfort associated with switching solutions; required resources, associated costs, loss of some features or capabilities even if outweighed by others. Understand them and articulate them to your prospect to make sure they understand them as well and are aligned to giving them up. If the pain of change is high, best check number 3. 5. Decision-Making : The decision-making process and criteria within the prospect's organization- the return on investment your solution will provide and the steps that need to happen to close the deal. These include mutually establishing a timeline and plan for collaborative action (mutual action plans.) By integrating these criteria into forecasting, not only will forecast accuracy improve, but it will also lead to a more effective sales approach, strengthen relationships with prospects, and increase deal closures. #teachtailortakecontrol #SalesAlignment #ProspectingStrategy #SalesSuccess

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Sales Leaders - are you replaceable? When I ask sales leaders - what is your job? They'll answer with: - "To Manage the Team" - "To Forecast" - "To Train the Team" - "To provide guidance on Deals" - "To Keep the Team on Track" - "Make sure they are Updating Salesforce" (don't ever say that). If you answer this question with any of those (or similar answers) then guess what? You are REPLACEABLE. Your job is this: to add LEVERAGE. Leverage measure the impact of what leaders do to increase the output of their team. Thats it. Here's how it works in practice: (Beware, math is involved) I promote my best salesperson to a sales leadership role. Lets call her Amanda. Previously she was doing about a $1M in revenue annually. Amanda now leads a team of 8 sales people, who on average do about $750k / year. Total annual revenue from her team is expected to be (8 X $750k): $6 Million What number must Amanda hit to not be replaceable? $7 Million And thats the bare minimum. Anything less than that, she's replaceable. Why? The biggest reason is that you're losing a $1M in revenue by taking Amanda off the sales floor and having her lead the team. There are other reasons - but I'll save them for another post. Amanda's #1 job is increase each AE's output from $750k/year in revenue to $875k. Roughly, a 15% increase in each AE's output. That 15% is LEVERAGE. The greater your leverage - the less replaceable you are. A high performing sales leader will choose the tasks (like mentoring, training, deal review, etc. ) that will give them the greatest leverage. If you're just performing tasks - you're replaceable. If you know how much leverage you need to add to the team and choosing the right tasks to maximize that leverage - you're highly valuable. Not sure on what or where you should be adding leverage - I can help.

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DVA is not associated with this job posting Strategic Sales Executive (Remote) - North America https://lnkd.in/g2dkeh2V As Strategic Sales Executive you will be responsible for executing on mid-market sales objectives outlined by the Sales Leadership team. This includes researching & developing a pipeline of clients that meet the minimum required annual revenue, engaging known prospective clients and key industry influencers, conducting meetings with potential clients and influencers, maintaining post-sale relationships that result in happy clients and referral resources, and exceeding revenue targets. What You Will Do: Accurately create and deliver forecasts to sales leadership Provide feedback to sales leadership, product, engineering, and marketing regarding what you are hearing in the field Conduct face-to-face virtual presentations to clients across North America Represent Cloudbeds at major industry events You’ll Succeed With: Experience in mid-market sales with an emphasis on varying sales cycles including long term pipeline management Exceptional communication and listening skills, the ability to establish rapport and credibility and clearly articulate a value proposition Exceptional presentation skills; the ability to effectively and energetically present to customers, peers, and leadership Track record of overachievement in new logo acquisition, high customer renewal rates, and the ability to maintain high levels of outbound prospecting activity Subject matter expertise in Salesforce CRM Proven track record for developing and sustaining partners 5+ years of experience as a quota-buster, modeling a highly consultative sales approach to the C-level Ability to successfully exhibit Cloudbeds’ core values (Grit, Kaizen, Discovery, Stronger together, Welcoming, Presence, Mop bucket attitude, Positive intent) #innovation #management #digitalmarketing #technology #creativity #futurism #startups #marketing #socialmedia #socialnetworking #motivation #personaldevelopment #jobinterviews #sustainability #personalbranding #education #productivity #travel #sales #socialentrepreneurship #fundraising #law #strategy #culture #fashion #business #networking #hiring #health #inspiration

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🎙️ Sales Lead Dog Podcast 🎙️ In our latest episode, "From Paperboy to Sales VP," Sylvain Jacob dives into the power of tenacity in sales: 💬 “Sales starts with a no. It’s about having conversations, understanding challenges, and delivering on customer pain points. The reward? When a customer says, ‘Good job.’” Want to hear more about how tenacity leads to long-lasting customer relationships? 🚀 👉 Listen to the full episode here: https://lnkd.in/gZ_QDn8g #Sales #Tenacity #CustomerSuccess #Podcast #SalesLeadership

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📈 Are your salespeople wasting time on "shadow accounting" their commissions? 📈 When sales reps spend hours recalculating their commissions in spreadsheets, it distracts them from what they do best: prospecting, advancing opportunities, and closing deals. This "shadow accounting" is not just a time drain—it's a sign of a deeper issue: lack of transparency. At SalesVista, we eliminate the need for manual guesswork by providing real-time visibility into commission payments, right on your sales reps’ mobile devices if they so wish. With this transparency, your team can focus on hitting targets, not on figuring out what their paycheck will look like. Let’s stop the distractions and get back to what really matters—sales. Learn more about how SalesVista brings clarity and confidence to your commission structures. Contact us to find out how we bring peace of mind and additional focus to your sales teams https://lnkd.in/eTeh_pFV #shadowaccounting #commissions #salespeople

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Sales orgs be like: “We have $375K OTE!!!! 🔥😤" But this means NOTHING without context. Companies with massive life-changing OTE’s often have “one-or-none” sellers actually hitting the target... Companies do this because big OTEs attract big talent… and even bigger targets. Before trusting an OTE blindly, you need to do a discovery on the company. Enrich the lead. Here’s how… 🤔 Be more open to OTEs when applying. You’d be shocked to learn that some companies with smaller OTEs are filled with sellers earning more money than those working at companies with much higher OTEs. 🤔 When vetting those opportunities with sky high OTEs, remember that both hiring managers and recruiters have a vested interest in getting you excited about the opportunity. Take what they tell you with a grain of salt and always verify that info as best you can. 🤔 Reach out to your potential peers working at the company and ask them about quota attainment. 🤔 Leverage RepVue to verify the information you learned during the recruiting and interview process: https://lnkd.in/ehZHEAvW TLDR: Big OTEs don’t necessarily mean big earnings, so look before you leap and take the time to ensure the opportunity is right for you.

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11 Best Practices for Sales Onboarding No. 8 Hold New Hires Accountable 📈 The most effective onboarding programs are 2.8X more likely to hold new hires accountable for meeting performance metrics. https://hubs.li/Q02zwNRf0 #salestraining #salesonboarding #onboarding #salesenablement #salesperformance #salesmetrics

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Did you know that 96% of customers are willing to switch providers? Download our latest ebook to learn about the five most important aspects of the salesperson's role in providing excellent customer service: https://bit.ly/40HwiU9 #Sellingtovalue #salestraining #salesleadership #learninganddevelopment #traininganddevelopment #salesdevelopment #customerretention

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11 things world-class sales development teams DO—and what the worst teams DON’T Insights from... → Outbound Squad's experience working with world-class teams at Gong, Shopify, Rippling, and more → Orum's 2024 State of Sales Development report Commentary on how the best sales development teams... ✅ Use AI responsibly ✅ Retain top talent SDRs ✅ Align with AEs ✅ Deal with low-pick up rates ✅ And plenty more 👇 P.S. Watch this video for our full commentary: https://lnkd.in/eBFYfnU3

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