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. Companies are giving price breaks this year to reduce churn and increase retention, with the caveat that it might go up next year. Incentives for multi-year contracts are another tactic.

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

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

SaaStr

JUNE 16, 2020

Adnan Chaudhry, SVP of Sales at Salesforce then provides actionable takeaways on how to refocus your sales teams, engage with customers, adjust your sales comp, and how you can properly forecast in today’s new landscape. Whereas, if companies have a bit higher attrition and retentions less than 80%, the churn could go up to above 16%.

Sales Hiring 159

Sales Hiring Scale SaaS Payments Payment Services 159

Kellblog

JANUARY 2, 2024

Customer retention came into sharp focus in 2023 and with it a new, balanced view relying on both NRR and GRR as key retention metrics. Per LinkedIn , headcount is up 240% over the past two years. They’re my funnel for filling AE headcount. Let’s look at two common equity-based compensation methods.

AI Search 109

AI Search Technical Review Technical Advisors ChatGPT 109