Goal: Achieve sustainable revenue growth and market share expansion while maintaining a high level of team performance and client satisfaction.
Focus Areas:
Revenue generation through new business acquisition and upsells
Building high-performing, motivated sales teams
Improving pipeline management and deal velocity
Enhancing customer satisfaction and retention
Team Annual Revenue Quota: $6,000,000
Each individual contributor has a quota of $1,000,000 annually.
Meetings Booked per Rep
Target: 10 qualified meetings per month per rep.
Metric: Number of meetings booked vs. goal, tracked monthly and quarterly.
Conversion Rate (Lead to Opportunity)
Target: 20% conversion rate from lead to opportunity.
Metric: Total number of qualified leads converted to sales opportunities.
Close Rate (Opportunity to Win)
Target: 30% close rate on qualified opportunities.
Metric: Total number of closed deals compared to the number of qualified opportunities.
Average Deal Size
Target: $50,000 average deal size.
Metric: Total contract value (TCV) of closed deals divided by the number of deals won.
Customer Retention Rate
Target: 90% customer retention rate.
Metric: Percentage of existing customers retained year over year.
Net Promoter Score (NPS)
Target: Achieve an NPS of 75 or higher.
Metric: Customer feedback scores on likelihood to recommend TeamSnap.
Upsell Opportunities Created
Target: Each rep generates at least 3 upsell opportunities per quarter.
Metric: Number of upsell opportunities entered into the CRM.
Customer Satisfaction Post-Sale
Target: 95% satisfaction on post-sale surveys.
Metric: Feedback scores on customer satisfaction surveys after onboarding.
Team Quota Attainment
Target: 100% team quota attainment across all six individual contributors.
Metric: Percentage of team members achieving or exceeding individual quotas.
Team Engagement & Retention
Target: Achieve a 90% team retention rate.
Metric: Turnover rate and team satisfaction survey results.
Coaching & Development Hours
Target: 2 hours of coaching per week per rep.
Metric: Number of coaching hours logged in CRM or tracked by leader, with a focus on skill improvement and pipeline management.
Training & Certification Completion
Target: 100% completion of quarterly sales training programs.
Metric: Percentage of reps who have completed ongoing training and certifications (e.g., product knowledge, sales methodology).
Q1 Quota (25% of Annual Goal): $1,500,000 total per team ($250,000 per rep).
Focus on building pipeline and booking qualified meetings.
Ensure high conversion rates from lead to opportunity in Q1.
Q2 Quota (25% of Annual Goal): $1,500,000 total per team ($250,000 per rep).
Focus on deal velocity and pushing opportunities through the pipeline.
Identify upsell opportunities and close new business.
Q3 Quota (25% of Annual Goal): $1,500,000 total per team ($250,000 per rep).
Continue closing new business and focus on customer satisfaction and retention.
Improve NPS scores and maintain a healthy pipeline.
Q4 Quota (25% of Annual Goal): $1,500,000 total per team ($250,000 per rep).
Focus on year-end closing to meet or exceed the annual revenue target.
Prioritize upsell opportunities and customer retention.
Base Salary: $X (based on market and company standards for department leaders).
Variable Compensation:
50% tied to team revenue quota attainment (with accelerators for exceeding 100%).
20% tied to team KPIs such as pipeline coverage, close rate, and retention rate.
20% tied to individual team member performance (quota attainment per rep).
10% tied to customer satisfaction and NPS.
Incentives:
Quarterly Bonuses: For achieving 100% of quarterly goals.
Accelerators: For exceeding quotas by 10% or more.
Team Recognition: Quarterly team awards for top-performing teams or individual contributors (e.g., highest revenue, most improved close rate).
Weekly Reports: Track leading indicators such as pipeline growth, meetings booked, and opportunities created.
Monthly Reviews: Measure progress toward revenue goals, conversion rates, and customer satisfaction metrics.
Quarterly Business Reviews (QBRs): Formal check-ins to review performance against KPIs, identify areas for improvement, and adjust strategies as needed.