Tag: Saas
-
Quota Setting That Doesn’t Backfire: A Sales Ops Perspective
Best practices for quota planning across different growth stages Setting quotas is one of the most high-stakes levers in Sales Operations. When done right, quotas motivate performance, align strategy with execution, and drive predictable revenue. When done wrong, they lead to missed targets, burned-out reps, and broken trust. At different stages of company growth, quota…
-
Your Customer Success Manager is not an Account Manager
In this post, I want to discuss the Account Manager and the Customer Success Manager. Who are they, and why do you need both? We have seen an acceleration in Companies transitioning to SaaS, aka Cloud. As stated by Laurie Wurster, Gartner Research Director, “Customers have moved from buying or leasing technology to buying IT…
-
How to create an Account scoring model.
In this short post I want to review the what an Account Score is and what elements that you want to include to develop an Account Scoring Model. First, we need to define what a Lead Score is, and how that can influence and build the Account Score. A lead score is based on an…