Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 75

Sales Recruiting Scale Sales Hiring Sales 75

OPEXEngine

DECEMBER 17, 2019

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. Regardless of a company’s go-to-market strategy, benchmarking data provides guidelines for the sales and marketing spend.

Benchmarks 40

Benchmarks Metrics Headcount SaaS 40

ChurnZero

DECEMBER 2, 2022

We also had to think about how we were doing their variable compensation to incent fairness across the team. Q: Were the sales projections based on a white space analysis? Alli: Sales projections were based on both white space and sales forecast. Who gets to go into enterprise?

Headcount 98

Headcount Underperforming Technical Team Scale Outsourced Development 98