Sales Hacker

DECEMBER 9, 2022

Defining territories based on historical definitions (“this is how I’ve always done it”) or sales forecasts. Approaches vary from top-down (leadership pushes goals all the way to sellers) and bottom-up (sellers and managers determine realistic goals and commitments and roll them up). Common pitfalls in building territories.

Scale 97

Scale Headcount Sales Forecasting 97

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

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. I’m a avid proponent of the OKR (objective and key result) model where the company leadership sets three measurable, quantitative goals for the year. OKR setting.

Startup 100

Startup Sales Hiring Headcount Compensation 100

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

ChurnZero

NOVEMBER 22, 2021

As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. How to Build a Customer Success Budget for Headcount. Discovery Call.

Customer Success 98

Customer Success Sales Hiring Headcount Benchmarks 98

ChurnZero

DECEMBER 2, 2022

We also had to think about how we were doing their variable compensation to incent fairness across the team. Alli: Sales projections were based on both white space and sales forecast. Alli: Customer employee headcount aligned well for us with contract value and customer revenue. Who gets to go into enterprise?

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98