Any good stories about beating quota?

Happy Friday, everybody!

It's always fun to share (and hear) a good story about how you beat quota. Share your best "here's how I beat quota" story here.

Bonus points for style/skill over getting lucky 😉

Here's mine. No big numbers here, but I'll always be super proud of how I played this one (even though I did also get kind of lucky):

Q4 2014.

I'm just ~$7k away from quota, send a $4k deal for signature/processing the day after Thanksgiving, and I'm banking on it - I know, not smart.

I also have a demo for another $4.5k the Monday after Thanksgiving.

Demo goes super well, prospect has strong, clearly defined needs, makes budget decisions independently (small business), and wants to move fast. Proposal goes out.

So now I've got $8.5k out awaiting signature, on a $7k gap, with about a month left in the quarter - feeling pretty good!

Welp. The week after Thanksgiving...

One prospect's mother passes away, and they're OOO for an uncertain amount of time.

Other prospect just disappears. No idea what happened, but I got ghosted. Bad on me.

I've got some other pipeline, but it's all soft because of holidays, lack of urgency, or underdeveloped pains. So how do I make up my $7k shortfall?

I decide if I can lose two "certain" proposals because I'm single-threaded, I can find new opps by fixing my single-contact situations on other customers and prospects (we're full-lifecycle reps).

So I call my biggest account, ask about what their colleagues in their LATAM office are doing, and it turns out their planning a new website launch. Turns out they've got 3 brands that have no in-house creative support.

Bing, bang, boom. One introduction/recommendation, and a few calls later, plus a little EOY discount to get it over the line, and I've got a $11k deal wrapped up on Christmas Eve.

Got a little lucky, but I definitely learned my lesson about thinking I was untouchable because of my executive contacts, or banking on deals that were just going to squeeze me over quota by a hair.

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    • Profile picture of marygreencny
      ( 2k POINTS )
      1 week, 3 days ago

      That’s quite the story, I can’t imagine being able to pull that out on a Christmas Eve, I love how tenacious salespeople are. In my marketing days, I always kept a fall back method to help me reach my goals. I think with Sales that would be too tempting to use on a regular basis.

      • Profile picture of Colin Campbell
        ( 2.1k POINTS )
        1 week, 3 days ago

        You’re not off target there at all! It’s always good to have a Plan C for your Plan B, just in case. It’s also why sandbagging isn’t smart. You have to take the revenue you can get when you can get it, then work for more.

        • Profile picture of Landon Otis
          ( 480 POINTS )
          4 days, 21 hours ago

          I don’t currently have any, but I’ll be sure to share when I do.

    • Profile picture of Marcus Chan
      ( 0 POINTS )
      1 week, 3 days ago

      Great share here!

      So I figured I’ll share from an annual quota and sales leader perspective:

      So the region I led has just finished 2017 and had a great year..as a result of a great year, we had a 20% quota increase for 2018. It may not seem like much to some but when your annual quota is nine-figures, it makes you want to vomit 🤮

      Once I found out, I was upfront with all my sales leaders. I had them mentally wrap their head around it and brainstorm as a team how’d we chop this quota down bit by bit instead of as a annual quota.

      We decided to take our weekly forecast roll ups that had the quota broken down weekly as well and we INCREASED the 2018 quota by 15%. (So really a 35% increase)

      This then trickled down to the rep level as well.

      Now all reps and leaders were mentally chasing a number that was ABOVE quota on a weekly basis!

      I also built in recognition programs to acknowledge those “winning the week” as well!

      All in all, it was a mindset shift. We finished the year exceeding quota and we sent more reps and leaders to Presidents Club than any other region!

      No luck. Pure strategy and tactics that got us well above the line.

      Was it easy? No way. Was it worth it? Hell yeah 👊🏼

      • Profile picture of Colin Campbell
        ( 2.1k POINTS )
        1 week, 3 days ago

        Woo! That is epic.

        Gotta love those little quota increases as reward for good performance 😆.

        It sounds like it was a smart move to put a stretch on the goal.

        I’m curious, @marcuschan did you have to expand the team, raise prices, change targets, or change something in your process to hit the goal, too?

        Or was the team able to hit the new goal just by focusing on the weekly measurement and reaching high?

        • Profile picture of Marcus Chan
          ( 0 POINTS )
          1 week, 3 days ago

          So there were a few additional things that were key:

          1) I hired 10+ more in headcount (in additional to current team)
          2) I promoted several into Enterprise sales roles for that extra lift
          3) I revamped the training process with extra support to get rookies producing faster
          4) I refocused the leaders on getting into the field more to support reps
          5) I focused the team on selling the premium products with the highest price points

          All of the above definitely contributed 😀

          • Profile picture of Colin Campbell
            ( 2.1k POINTS )
            5 days, 22 hours ago

            Impressively coordinated across so many different initiatives and big changes. Don’t think I could have managed it.

            • Profile picture of Marcus Chan
              ( 0 POINTS )
              5 days, 20 hours ago

              It was no doubt challenging haha – we had up’s and down’s that year for sure! Fortunately, it was not my first year running a large sales org. The first year taught me a LOT about making sure I had scalable processes in place! Once you have those, it’s a little easier 😀

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