60 terms. Every definition has a formula or benchmark where it matters.
An Accelerator is a commission rate multiplier that activates once a rep exceeds a specified quota threshold — typically...
ACV is the annualized value of a customer contract, normalizing multi-year deals to a per-year figure for consistent com...
An Account Executive is the core quota-carrying sales role responsible for managing the full sales cycle from qualified ...
ARR is the annualized value of all active subscription contracts in a business — the north-star metric for SaaS companie...
BANT is an older sales qualification framework developed at IBM that evaluates prospects along four dimensions: Budget (...
A BDR is functionally similar to an SDR but the title is often used specifically for roles focused on outbound prospecti...
Best Case is a forecast category that includes all committed deals plus additional pipeline the rep believes has a reali...
CAC is the total sales and marketing spend required to acquire a single new customer. It includes salaries, commissions,...
A Champion is an internal stakeholder at the prospect organization who believes in your solution and is willing to activ...
Churn Rate is the percentage of customers or revenue lost in a given period due to cancellations or non-renewals. Revenu...
A Clawback is a provision in a sales compensation plan that requires a rep to return previously paid commissions if a cu...
In sales, the Close refers to the moment a deal becomes committed revenue — typically when a signed contract or purchase...
Cold Outreach is the practice of initiating contact with a prospective customer who has had no prior interaction with yo...
Commission is the variable pay component of a sales rep's compensation, tied directly to closed revenue or other defined...
Commit is the forecast category for deals a rep is confident enough in to stake their professional reputation on closing...
Connect Rate is the percentage of outreach attempts that result in a meaningful live conversation with a prospect. For c...
The CRO is a C-suite executive who owns all revenue-generating functions of the business — typically including sales, ma...
A Customer Success Manager is the post-sale relationship owner responsible for ensuring customers achieve their desired ...
Deal Slippage is the percentage of deals that were forecasted to close in a given period but did not — they either pushe...
Decision Criteria are the formal and informal requirements a prospect uses to evaluate vendors and select a solution. Fo...
A Discovery Call is the first substantive sales conversation focused on understanding the prospect's current situation, ...
A Draw is an advance on commissions paid to a sales rep — most commonly used during a ramp period when a new rep is buil...
The Economic Buyer is the person at a prospect organization who controls the budget for a purchase and whose signature o...
Expansion Revenue is additional revenue generated from existing customers through upsells (moving to a higher tier or ad...
GRR measures the percentage of revenue retained from existing customers over a period, counting only churn and contracti...
Land and Expand is a go-to-market strategy where the initial sale is intentionally sized small — targeting a single team...
LTV is the total revenue a business expects to collect from a customer over the entire duration of their relationship. I...
MEDDIC is a qualification and deal execution framework used primarily in enterprise B2B sales. The acronym stands for Me...
MEDDPICC is an extended version of MEDDIC that adds two additional qualification dimensions: Paper Process (the legal, p...
MRR is the monthly equivalent of ARR — the total contracted monthly subscription revenue across all active customers. It...
Multithreading is the practice of building relationships with multiple stakeholders across different functions and level...
A Mutual Action Plan is a co-created, shared document that outlines all the milestones, owners, and deadlines required f...
Net Retention is another commonly used term for Net Revenue Retention (NRR). It measures the percentage of revenue retai...
NRR measures how much revenue a company retains and grows from its existing customer base over a 12-month period, includ...
Objection Handling is the structured process of acknowledging, understanding, and resolving concerns that prevent a pros...
OTE is the total annual compensation a sales rep earns if they hit exactly 100% of quota — it is the sum of base salary ...
Payback Period is the number of months it takes for a customer's gross profit contribution to recover the cost of acquir...
Personalization is the practice of tailoring outreach messages to reflect the specific context, priorities, challenges, ...
Pipeline Coverage Ratio is the ratio of total pipeline value to the revenue quota for a given period. It answers the que...
Pipeline Multiplier is another name for Pipeline Coverage Ratio — the ratio of total pipeline value to quota. The term '...
A Proof of Concept (POC), sometimes called a pilot or trial, is a structured technical evaluation where a prospect uses ...
A Quarterly Business Review is a strategic executive meeting held between a vendor and a customer every quarter, typical...
Quota is the revenue target assigned to a sales rep, manager, or team for a defined period — typically a quarter or fisc...
Quota Attainment is the percentage of quota a rep has achieved in a given period, calculated by dividing actual closed r...
Ramp Time is the period it takes for a newly hired sales rep to reach full productivity — typically defined as consisten...
Revenue Operations is the function that aligns and optimizes the people, processes, data, and technology across sales, m...
An RFP (Request for Proposal) is a formal document issued by a prospect organization that solicits structured proposals ...
The Sales Cycle is the total time elapsed from the moment a prospect becomes a qualified opportunity to the moment a dea...
The Sales Efficiency Ratio (also called the Magic Number in SaaS) measures how much net new ARR a company generates for ...
A Sales Forecast is a projection of the revenue a sales team expects to generate over a defined future period — typicall...
Sales Velocity measures how fast money flows through your pipeline — specifically, how much revenue your team generates ...
An SDR is an outbound prospecting specialist responsible for generating qualified meetings and pipeline for Account Exec...
A Sales Engineer (also called a Solutions Engineer or Pre-Sales Engineer) is a technical specialist who partners with AE...
A Sequence (also called a Cadence) is a structured, multi-touch outreach program with a defined number of steps, channel...
A SPIFF (Sales Performance Incentive Fund) is a short-term, targeted cash incentive offered to reps for selling a specif...
A Touch is a single outreach attempt to a prospect — one email, one phone call, one LinkedIn message, or one voicemail. ...
Upside refers to pipeline that has a chance of closing in the period but is not included in either commit or best-case f...
The VP of Sales is the executive responsible for leading the sales organization — setting strategy, managing sales manag...
Weighted Pipeline adjusts raw pipeline value by the probability of winning each deal based on its current stage. Rather ...
Win Rate is the percentage of qualified opportunities a sales team converts into closed-won deals. It is one of the four...
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