SaaStr

MARCH 7, 2023

Many of them said headcount management and spend were common levers they pulled, given the immediate and significant impact they have on spend. AE and SDR compensation is another tactic to align GTM with what you want. The forecasted median growth rate is more tepid now, around 35%.

Outsourcing Services 164

Outsourcing Services Scaling Venture Capital Forecasting 164

Sales Hacker

DECEMBER 9, 2022

Defining territories based on historical definitions (“this is how I’ve always done it”) or sales forecasts. Understand how many sellers you need to hit quota to achieve your revenue goals and consider compensation impacts. Model options to improve capacity where needed (enablement, coaching, marketing promotions, headcount, etc.).

Scale 97

Scale Headcount Sales Forecasting 97

OPEXEngine

DECEMBER 17, 2019

Working with your management team, you then develop a bottom up forecast for expenses. Bottom-Up Expense Forecasting. Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

InsightSquared

NOVEMBER 19, 2018

Track your “best cases” but don’t include them in your forecast. Make sure goals, compensation and territory plans are complete. If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. However, don’t forget about managing them. Anything that comes in will be an added bonus.

Sales 78

Sales Headcount Sales Enablement Compensation 78

Sales Hacker

MAY 26, 2021

Forecast accuracy. This team is responsible for high-level planning and goal setting with a focus on data analysis and sales forecasting. Here, you can use your sales operations skills to get into your reps’ heads by creating compensation and incentive plans. Average win rate. Average sales cycle duration. Average deal size.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Tom Tunguz

DECEMBER 13, 2012

Annual reviews are the best time to evaluate compensation, reward the top performers and begin to manage under-performers out of the organization. A financial plan for next year including a headcount plan, a sales plan (if applicable) and a forecast for out of cash date and timing of next fundraise. OKR setting.

Startup 100

Startup Sales Hiring Headcount Compensation 100

Intercom, Inc.

AUGUST 20, 2019

In most sales organizations, SDR is a foundational early sales role, the day-to-day work of an SDR can feel repetitive, and closing roles usually offer higher compensation than SDR roles. Business needs and team headcounts will change as a company matures. Accurately forecast their business and deeply understand impact deals.

Sales Hiring 35

Sales Hiring Underperforming Technical Team Sales Headcount 35