<ul><li>Toast's CRO shares top strategies for exceeding sales quotas in the SMB sales motion, including a field-based sales model focusing on in-person interactions and segmentation by restaurant density.</li><li>The company leverages a 'flywheel concept' to increase win rates and productivity as they reach market density and prioritizes referrals, strategic partnerships, and data-driven territory planning to drive sales growth.</li><li>Toast's unique approach includes becoming the 'mayor of their town' to build community relationships, implementing a lead scoring system, and adopting a promotion-from-within culture within the sales team.</li><li>They avoid relying solely on digital marketing, targeting all segments simultaneously, and using a universal referral program, while emphasizing coaching over deal chasing and fostering continuous improvement beyond reaching quotas.</li><li>Challenges highlighted by the CRO include not recognizing the value of market density early on, underestimating the power of referrals, and facing complexities with initial incentive structures that required iteration and learning.</li></ul>

The Top 10 Strategies Toast’s CRO Uses to Crush Quotas

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