Sales Hacker

DECEMBER 9, 2022

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). Understand how many sellers you need to hit quota to achieve your revenue goals and consider compensation impacts. Many recommend a hybrid approach.

Scale 98

Scale Headcount Sales Forecasting 98

Sales Hacker

FEBRUARY 1, 2022

A better way to compensate instead of commission. Finally, Outreach — the first and only engagement intelligence platform built by revenue innovators for revenue innovators. Community, thought leadership, content marketing on social media, which is a function of demand gen. What You’ll Learn. Show Agenda and Timestamps.

Sales 89

Sales Compensation B2B Social Media 89

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. Which brings us to the Roger’s Innovation Adoption Curve. As I mentioned above, in the initial days of breaking into enterprise , you are looking to find the innovators and the early adopters.

SMB 73

SMB Enterprise Strategy Compensation 73

Tom Tunguz

MAY 14, 2014

Constrained by headcount budgets and burn requirements, startup leadership teams often must choose between hiring an additional sales person or investing in a customer success person, for example. Key to creating the right compensation plan is measuring the success of the team…which is the fourth challenge.

Customer Success 100

Customer Success Startup Headcount Compensation 100

Valuize Consulting

NOVEMBER 9, 2021

Q: How much time and budget should a revenue organization dedicate to innovation and transformation? 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. That’s a tricky question. The short answer is, it depends.

VP of Engineering 52

VP of Engineering Technical Advisors Compensation Cloud 52

OpenView Labs

JULY 1, 2020

Do we have the right leadership? Micromanagement is a cancer that saps productivity and undermines innovation. Related: Leadership Advice in Times of Crisis—from Highspot’s Oliver Sharp and Robert Wahbe. Most leaders relied on constant communication to manage their teams through Phase I. It’s time to look in the mirror.

Underperforming Technical Team 86

Underperforming Technical Team Headcount Compensation Leadership 86

Sales Hacker

OCTOBER 4, 2022

If you missed episode 219, check it out here: A Holistic Approach to Compensation Structuring with Scott Barton. Let’s hear from our sponsors: Outreach is an engagement and intelligence platform built by revenue innovators for revenue Innovators. We provide innovative programming around that. What You’ll Learn.

Entertainment 83

Entertainment Innovation Compensation Travel 83

Sales Hacker

SEPTEMBER 21, 2021

Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. With over 35 years of sales and leadership experience, she’s an accomplished linguist and knows a lot about how companies should expand regionally to maximize growth. powered by Sounder. What You’ll Learn.

Artificial Intelligence 75

Artificial Intelligence Sales Hiring Technical Review Machine Learning 75

SaaStr

MARCH 31, 2020

And I compete by doing insane innovation on the marketing side, investing as much on marketing through engineering as you can invest on your product. Let’s go into innovation. We talked of doing insane innovation, but who wins when we don’t innovate? That is not innovation. That is not a good strategy.

Scale 131

Scale Scaling Sales Hiring Engineering 131

Sales Hacker

MARCH 30, 2021

Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. The power of your network is now more important than ever before – knowing innovative people who can deal with a very technical sale in a very technical environment, is really important.

Scale 102

Scale Payments Technical Advisors Sales Recruiting 102

SaaStr

MARCH 6, 2023

SaaS companies must implement flexible and innovative sales strategies that can weather the future. Mary Shea, Global Innovation Evangelist at Outreach, shares her vision for the future of B2B sales and provides actionable advice for leaders to thrive in today’s dynamic marketplace. Acquire, cultivate, and retain top-tier sales talent.

Innovation 214

Innovation Sales Hiring B2B Strategy 214

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. An engaging speaker and innovative seminar leader, Joanne is changing the business of sales. She has 20 years of experience in sales leadership and the talent acquisition industry.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

OpenView Labs

MARCH 23, 2021

This seems like a particular oversight in the tech world, where there’s a framework for everything from product development and engineering to marketing and leadership. Those consequences might be conversational, they might be in terms of compensation, or they might have broader career implications.

Interviewing 97

Interviewing Leadership Compensation Engineering 97

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? Find a true sales firm. 1) Do Place More Emphasis On Capabilities Than Cost.

Outsourcing Services 58

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 58

OpenView Labs

APRIL 29, 2019

If you discover a major disparity, it may be time to spend some energy focusing on how you value and compensate individuals outside of product with retention in mind. Technical founders need time to grow into the non-technical parts of their leadership role. Another element to look at is promotion velocity.

Scale 58

Scale Sales Hiring Engineering Compensation 58

Sales Hacker

MARCH 28, 2018

Over the next year, Mike built out a sales a team and worked with Mark Roberge to innovate on compensation, strategy, hiring, and messaging. There was a precedent for fast-tracking to sales leadership. We grabbed lunch at Cheesecake Factory, and I told Mark I wanted to fast track to sales leadership. It hit me right then.

Sales Hiring 56

Sales Hiring Sales Leadership Software Review 56

SmartKarrot

NOVEMBER 16, 2022

You’ll introduce innovative solutions to grow the business’ footprint and maintain the relevance of Datacom’s services. Role: Director, Customer Success Location: Vancouver, BC (Hybrid) Organization: STEMCELL Technologies As a Director of Customer Success, you will own the client relationship and engage with client leadership.

Customer Success 19

Customer Success Technical Review Outsourced Development Compensation 19

Mucker Capital

MAY 8, 2024

Money Employee compensation is one way to motivate your team/workforce: Fair Compensation : paying employees at least the median compensation helps in ensuring that they feel fairly treated. Rewarding High Performers : It's important to recognize and compensate top performers generously and proactively.

Compensation 52

Compensation Sales Hiring Leadership Retention 52

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. On top of that, they can count on average additional cash compensation in the region of $10k. 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

Sales Enablement, SaaS and Growth

JULY 30, 2017

This is a goal I share with HubSpot’s sales leadership - indeed, I’m a firm believer that shared goals are the one true way to drive alignment between teams. At the beginning of 2017 we made a bunch of significant changes - these impacted everything from our sales motion to compensation structure to product line.

Sales Enablement 100

Sales Enablement Scale Sales Underperforming Technical Team 100

Sales Hacker

NOVEMBER 25, 2019

Frontline managers are underappreciated, and again, probably critical to any organization, and so finding really strong leadership on that front, again, comes back to hiring. How to develop your frontline managers. Sam Jacobs: Is there a process or tools or resources you invest in to develop great frontline managers?

AI Search 73

AI Search AI Sales Hiring Scale 73

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? Billion acquisition is just one milestone in the early innings of the company’s story. This episode is sponsored by Owl Labs.

Scale 127

Scale SaaS Payments Sales Recruiting Payment Services 127

SaaStr

MARCH 27, 2019

And for years we did the employee survey, and would get the results back, and the thing that everyone liked the most about Salesforce was how innovative we were, and how we changed on a dime, and how we made all these great things happen, and then the thing that everyone was most upset about was everything changed all the time.

Scale 131

Scale VP of Engineering Mobile Scaling 131

SaaStr

NOVEMBER 28, 2019

Felix : We thought that you can’t innovate on too many dimensions. What are the global roles where the global roles and how do you structure the regional leadership? So you also, during the last 10, 11 years, you did the pivot from license as amendments to SaaS there’s a lot of moving pieces, I assume.

Sales Hiring 177

Sales Hiring Scale Sales Recruiting Government 177

SaaStr

APRIL 17, 2019

If we then imagine ourselves in a leadership position in a startup or a scaling firm, what can the leadership then do to tangibly create this alignment between sales and marketing? How do I continuously deploy new features or innovation? Harry Stebbings: Yeah, I’m totally with you. How do I automate things?”

DevOps as a Service 100

DevOps as a Service Sales Recruiting Scale Sales Hiring 100

Sales Hacker

MAY 8, 2018

Which they then use to make strategic decisions either in their innovation teams or strategy teams to make sure they’re not the next blockbuster. Particularly if you’re willing to give them some goals that they need to reach and some rewards for hitting those goals, not just compensation.

Sales Hiring 43

Sales Hiring Scale Management Sales 43

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 193

Part-Time VPE Scale Sales Recruiting Sales Hiring 193

Casey Accidental

OCTOBER 18, 2021

Most of the sales clients we brought in stressed our product/market fit, which we compensated for with manual services at no charge, straining margins. So, going back to what type of job this is, my initial directive would have made this product leadership role to be primarily about growth.

Technical Advisors 140

Technical Advisors Technical Review Scale Marketplace as a Service 140

SmartKarrot

MAY 29, 2020

When it comes to the roles and responsibilities of an account manager, it is to foster the customer relationships, interact with the marketing and sales team to prepare sales pitches, establish innovative marketing strategies as well as media proposals. The account manager also handles customer communications and write custom reports.

Management 10

Management Healthcare SaaS Payments Technical Review 10

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. This lesson is a nod to the book, Monetizing Innovation.

Payments 100

Payments Pricing Compensation SaaS Payments 100

SaaStr

JULY 1, 2021

There’s no amount of positive output that can compensate for someone who’s outputting negativity because their blast radius is so big, and it actually affects the core team that is actually getting stuff done. It’s a chance for folks to try ideas, iterate, perhaps fail, and that’s a lot of good innovation.

VP of Engineering 251

VP of Engineering Sales Hiring Sales Recruiting Underperforming Technical Team 251

SaaStr

AUGUST 19, 2022

Michiel Rauws: And luckily our innovation is very innovative, so people invite us to speak for free. Every market has so many vendors today, but there’s always a sub-segment of the market that’s looking for a particular type of innovation. You have any advice on how to optimize the compensation for that one person?

Scale 201

Scale Sales Hiring Scaling VP of Engineering 201

SaaStr

JUNE 3, 2020

Michael Katz: Long story short, we built a pretty interesting and innovative data platform that allowed us to ingest first and third party data signals from a variety of sources, and systems, and distill that to individual and anonymous customer profiles, and then connect that to our ad server really fast. The good, the bad, the ugly.

Sales Hiring 174

Sales Hiring Scale Technical Advisors Systems Review 174

OpenView Labs

APRIL 9, 2019

It’s the difference between a highly tailored and effective independent study program that’s built around each individual’s unique goals and the traditional leadership academy model that throws everyone into a generic development track. Separate feedback from compensation. Innovation isn’t just about technology.

Underperforming Technical Team 59

Underperforming Technical Team Systems Review Compensation Technical Review 59

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 . SaaS Sales team compensation . What are 5 common software sales compensation models?

SaaS Payments 157

SaaS Payments Payment Methods Sales Recruiting Sales Hiring 157

SaaStr

MARCH 12, 2019

Erica Schultz is Chief Revenue Officer @ New Relic, the company that gives you the real time insights your software driven business needs to innovate faster. How should compensation plans be altered with the move? Welcome to Episode 214! How does the structure of the sales team change with the move?

Scale 160

Scale Enterprise Scaling Sales Hiring 160

Sales Hacker

DECEMBER 20, 2018

Get technical help and a dose of motivation from two of the leading B2B sales trainers, leadership coaches and business strategists on the market. B2B marketing experts James Carbary and Jonathan Green interview a business leader on leadership, sales-to-marketing realignment, buyer personas, marketing strategy, and a host of other topics.

Scale 111

Scale Underperforming Technical Team Sales Social Media 111