What Quota Attainment Reveals About Your SaaS Startup’s Go to Market


tomtunguz.comQuota attainment is an incredibly powerful diagnostic tool when understanding your SaaS startup’s go-to-market health. Quota attainment measures both the success of individual account executives and the performance of the team. To achieve best-in-class quota attainment, a startup must execute the go-to-market strategy well across five dimensions.

First, the startup must supply the sales team with a growing volume of high quality leads. SaaS companies generate leads in many ways including through sales development reps, search engine optimization, lead capture on the home page, events, outbound prospecting, customer referrals, evangelists and channel partners. Consistently growing qualified leads is essential to quota attainment.

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