OpenView Labs

MARCH 8, 2021

For many folks in leadership positions, the answer might be… asking job candidates good questions. Compensation. A Guide to Creating a Scalable Sales Compensation Plan. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. What’s your biggest weakness?

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Sales Hacker

SEPTEMBER 25, 2019

And those that do often struggle through the transition, leaving behind a churn of leadership and sales resources after every funding milestone. Make your SDR outreach about education not prospecting. Business objectives and compensation: When you started your company, you must have had a vision and mission. How do you do that?

SMB 73

SMB Enterprise Strategy Compensation 73

Valuize Consulting

NOVEMBER 9, 2021

On the ground level, another way you get the focus and attention of Sales and CS is aligning your compensation for Sales teams around doing the right thing for the customer. So, we invested time and money in getting a 3rd party team to help educate our CSMs on how to sit in front of executives and have that conversation effectively.”. “We’ve

VP of Engineering 52

VP of Engineering Technical Advisors Compensation Cloud 52

Sales Hacker

SEPTEMBER 28, 2021

Our private membership connects you with a network of thousands of like-minded peers and resources, where you can tap into leadership opportunities, training, mentorship, and other services made for high growth leaders like you wherever you are at in your career. Head to Outreach.io/onOutreach onOutreach to see for yourself.

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

Sales Hacker

MAY 26, 2021

Want to lead the charge on educating your sales reps? Here, you can use your sales operations skills to get into your reps’ heads by creating compensation and incentive plans. Leadership skills and sales ops knowledge are important for this role. Operations. The operations team function will be the right place to learn.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

OPEXEngine

JANUARY 30, 2020

Market leadership. CFOs will need to carefully track hiring and hiring efficiency. SaaS companies typically spend 65-80% of revenue on employee compensation. We are in a time of record-breaking low unemployment – and even lower unemployment in highly educated/highly skilled labor. Customers, and. Labor & Hiring.

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49

ChurnZero

OCTOBER 1, 2022

If you are going to have that mix, consider—and I’m going to go back to compensation, you throw money at the problem and sometimes it works—but think about double spiffing while you go through that change management so that there is not competition while people are figuring out how the wheels work and how the motions work.

Scale 97

Scale Customer Success Revenue Retention 97

SaaStr

MARCH 31, 2022

And it will require a collaboration across the organization at the leadership level. And I would also say, regardless of the field, is how you go about compensating this channel. If you can neutralize the channel from a compensation perspective with your direct sellers, that always helps. Rico Mallozzi: Yeah.

Scale 201

Scale Marketplace as a Service Cloud SaaS Payments 201

Sales Hacker

OCTOBER 30, 2018

GirlsClub helps women sales reps navigate the tricky path to sales leadership with their management training, mentoring, confidence building, and community. She has strong leadership experience in inside sales, field sales, operations, and marketing. Her company #GirlsClub is dedicated to changing the face of sales leaders.

VP of Engineering 111

VP of Engineering Sales Recruiting Scale Sales Hiring 111

Sales Hacker

AUGUST 7, 2018

Cash Compensation vs. Equity [34:10]. Pump offers sales, marketing and career education for women, by women. One is that tech startups scale way too quickly for traditional education. If you get joy from coaching others and want to get a seat at the table and move to a path of leadership, then that’s great.

Scale 43

Scale Underperforming Technical Team Compensation Sales 43

Sales Hacker

JUNE 14, 2018

When you select the low-cost option, you sacrifice expertise, leadership, and the ability to execute. Questions to consider during the selection process: How well does the provider drive thought leadership and creativity during the proposal process? Make sure they are educated on your business’s strategies, processes, goals, and KPIs.

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

OpenView Labs

NOVEMBER 22, 2019

We’re seeing a shift in what drives engagement and performance in the best employees, and it’s no longer primarily compensation. And even more critical is to have leadership that is also authentically aligned with their values to create products, services, and experiences that contribute a net positive in their community.

Scale 52

Scale Interviewing Compensation Leadership 52

SmartKarrot

SEPTEMBER 9, 2022

Own the overall success of the CS function through leadership, KPIs, systems, tools, and processes. Create competitive compensation and incentive programs for the CS function to drive accountability, success, and results. Customer liaison to communicate and coordinate with Customer Education, Product, and Marketing Teams.

Sales Recruiting 19

Sales Recruiting Customer Success Technical Review Scale 19

User Pilot

JANUARY 14, 2024

The Vice-President of Product is a part of the senior leadership team and they are responsible for the overall product strategy and vision across the entire business. However, having the right education and experience can help you land your first PM job. The average salary of a product director in the US is around $268k.

VP of Engineering 105

VP of Engineering Management Underperforming Technical Team Compensation 105

SmartKarrot

SEPTEMBER 29, 2022

Work closely w/ revops, finance, and sales to structure compensation & SPIFFS to reward customer health while also driving the company’s GRR and NRR goals. Contributing to the International CS Leadership Team, helping us maintain a cohesive culture while delivering best-in-class results.

Customer Success 19

Customer Success Scale Sales Hiring Technical Review 19

SmartKarrot

NOVEMBER 24, 2021

Collaborate with sales leadership to design account handoff processes. Implement and maintain account management compensation structures designed to drive behavior in line with business goals. Act as an internal customer advocate working closely with leadership to foster a company-wide culture of customer success.

Customer Success 19

Customer Success Sales Hiring Payment Methods Payments 19

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Are you looking to better educate your audience on the value you deliver? This episode is sponsored by Outgrow. You can also watch the video or read the transcript below.

Sales Hiring 177

Sales Hiring Sales Recruiting Scale Sales 177

SaaStr

JULY 24, 2019

If your organization isn’t constantly tracking and celebrating logo retention, net retention, customer advocacy, NPS, if that is the network that you track, you’re not going to have educational alignment around moving the needle on that element. I loved this post from Jason back in November.

Retention 135

Retention VP of Engineering Sales Hiring Scale 135

ChurnZero

DECEMBER 20, 2019

C S starts with investing in leadership defined as such to embed the success mentality into the cultural fabric of the company. And be prepared to offer real numbers (additional revenue, increased engagement , and satisfaction) as part of your pitch; make sure your leadership understands the real value behind the vision. . .

Customer Success 80

Customer Success Scale Technical Review Sales Hiring 80

SaaStr

AUGUST 9, 2021

Here’s how: Align Compensation: If you plan to close enterprise deals, you must be prepared to pay for the right salespeople. At TripActions, the sales reps are compensated based on the customer’s adoption and successful use of the platform. Subscribe. Create a Sales Engine. Stop Selling Like a Startup. Pick Your Lane.

Scale 258

Scale Sales Hiring Enterprise Compensation 258

Sales Hacker

JUNE 10, 2019

We threw our support behind the 35 most influential women in sales , many of whom are doing excellent work above and beyond their day jobs to build female leadership in Sales. Take this 5-minute survey to help us and the Bridge Group uncover more insights about closer compensation and quotas in 2019. Remember this?

Acquisition 64

Acquisition Scale Sales Compensation 64

SaaStr

NOVEMBER 2, 2019

As for Krish, under Krish’s leadership the team has grown to over 300 people and over 5,000 clients making it one of the next generation in truly global SaaS businesses started in India. Loving our podcast content? Harry Stebbings: All thanks to Lee Fixel for making the intro a long time ago now.

Scale 126

Scale SaaS Payments Sales Recruiting Payment Services 126

SaaStr

NOVEMBER 15, 2019

Rachel Carlson , Co-Founder and CEO @ Guild Education, the leader in education benefits offering the single most scalable solution for preparing the workforce of today for the jobs of tomorrow. And then how we look at compensation. Kolton Andrus: Yeah, so we can be flexible in that regard. How easy is travel?

Education 107

Education Sales Hiring Technical Review Underperforming Technical Team 107

SmartKarrot

APRIL 14, 2021

Provide recommendations to define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets. Monitor customer, market and competitor activity and provide feedback to the company leadership team and other company functions.

Customer Success 10

Customer Success Outsourced Development Sales Hiring Technical Review 10

SaaStr

MARCH 27, 2019

I continue to work on understanding how my leadership style might need to change, and certainly over time as we’ve grown, and as more people have come to work for me, and thinking about how I impart … how what I say matters. And I was like … it was a crazy moment just thinking of the scale of the company now.

Scale 129

Scale VP of Engineering Mobile Scaling 129

Sales Hacker

MAY 5, 2020

If you missed episode 107, check it out here: 107: Origin Stories and the Core Principles of Sales Leadership with Lori Richardson. It’s to support, empower, remove roadblocks, and inform leadership.” He’s very well educated. What You’ll Learn. The four phases of sales management. ” Right?

Sales Hiring 63

Sales Hiring Sales Recruiting Scale Leadership 63

SaaStr

JULY 30, 2020

Peter Kazanjy: Most of the literature is really for existing sales leadership or sales professionals, but not for people who have never sold before. So that’s why I ended up writing Founding Sales , and that led into Atrium, and also led into Modern Sales, which is the sales operations, leadership, and enablement community that I run.

Part-Time VPE 197

Part-Time VPE Scale Sales Recruiting Sales Hiring 197

SaaStr

OCTOBER 1, 2019

But if it’s at all possible to tie some of your sales compensation to that, it changes people’s behaviors to focus on hey, is this customer not only going to sign today, but actually be successful with us? And the more you can focus people on that, everything gets better, right?

Sales Hiring 129

Sales Hiring Scale Outsourcing Services Interviewing 129

SaaStr

OCTOBER 29, 2019

SaaS is about creating long-term value for your customer, and being compensated appropriately for that value as a business. You’re creating value for your customers, but we have to make sure that you’re also being compensated appropriately for that value. Are we being compensated appropriately for that value?

Payments 100

Payments Pricing Compensation SaaS Payments 100

Unbounce

JUNE 16, 2020

Affiliates usually receive some kind of compensation (more on this below) for their work. As a SaaS company, however, you’ll need to educate your reseller partners about how to create a new revenue stream that is supported by your app—the margin on reselling alone likely isn’t worth it for them. We were surprised too!)

Outsourcing Services 131

Outsourcing Services Sales Recruiting Scale SaaS 131

Intercom, Inc.

APRIL 7, 2022

You can even leverage technology to be able to deliver some of the work you’ve been doing around helping instruct or educate or drive in-app guidance or adoption, and your people can shift to do more senior, advisory, higher-level work to help with your model of service. You can move to more of a one-to-many approach. Paying it forward.

Customer Success 118

Customer Success Technical Review Sales Hiring VP of Engineering 118

SaaStr

MARCH 24, 2020

When I look at joining a company, the primary reason that I join is the people and really the leadership team. And then you can use the information that you have learned by educating yourself on selling the product and you can design a profile of who you then want to hire. This really hits home for me personally.

Sales Recruiting 129

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 129

Incredo

NOVEMBER 1, 2019

From sales & marketing alignment to SaaS salespeople compensation. If you are satisfied with your sales model and need to learn about employee compensation model, just skip the first article. (3 SaaS Sales team compensation . And from SaaS sales models to SaaS pricing. Did we miss anything? Hopefully, no. . Really 10%?].

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

AUGUST 27, 2019

Depending on size and stage, variable compensation can be one of a company’s highest expense items, and a thoughtful approach is key. So I like to say that if sales is like a train, then sales compensation is the driver. And so that required leadership coming in and saying, “What exactly am I looking to incentivize here?”

Sales Recruiting 130

Sales Recruiting Sales Hiring Scale Sales 130

Sales Hacker

DECEMBER 23, 2020

Depending on your industry, there’s a chance your organization will reimburse you for ongoing education. Key insight: Ask your company if they provide a stipend for ongoing education, this can significantly lower the cost out of your pocket. Women are underrepresented in sales leadership roles. What is this tool? Reddit r/Sales.

Scale 79

Scale Sales Hiring Sales Social Media 79

Sales Hacker

OCTOBER 20, 2020

There’s job assistance, there’s coaching , there’s mentorship, there’s data, including compensation studies. So, John Mark Shaw is an executive and life coach, a business development consultant, a professional speaker, and a successful entrepreneur with over 25 years of executive leadership and management experience.

Scale 69

Scale Underperforming Technical Team Sales Outsourced Development 69

Sales Hacker

OCTOBER 21, 2019

There I transitioned into sales leadership. My greatest achievement has been promoting 67 different people into leadership. . I’ve been in sales for 20+ years between sales leadership and sales training leadership. I believe we can all do more to inspire and educate those who can’t do it for themselves.

Sales Recruiting 90

Sales Recruiting Scale Sales Hiring VP of Engineering 90