Sales Hacker

MARCH 12, 2020

Like most things in life, hiring sales talent is a matter of timing. Especially since the best candidates with strong sales skills are usually snatched up within 10 days. That’s why it’s critical to overcome indecision and move quickly when recruiting sales talent. Is it unrealistic sales quotas?

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

Sales Hacker

JULY 14, 2023

Do you have any suggestions for structuring an incentive package to optimize for sales/revenue efficiency?” Kyle Norton , SVP Sales & Partnership at Owner: I don’t actually think it makes a ton of sense to build this into a comp plan. I sometimes see companies put a large % on closed won revenue and I’m not a fan. Appreciate you.

Compensation 52

Compensation Sales Hiring Technical Review Metrics 52

SaaStr

OCTOBER 19, 2023

One thing I have learned, though: If the founders are the highest compensated people in the start-up, especially pre-Scale (e.g., pre $10m ARR) … IMHE, something is wrong.

Scale 270

Scale Sales Hiring Compensation Marketing 270

SaaStr

AUGUST 7, 2020

A few factors that contribute to high-performing sales teams: High quota attainment. The best startups invest in their sales teams and work hard so most of the reps hit and exceed quota. It does mean a well-oiled machine that hires strong reps of all backgrounds, and gets them the help and training so they can scale up and succeed.

Sales Hiring 334

Sales Hiring Scale Sales Recruiting Compensation 334

OpenView Labs

MARCH 27, 2020

When I first wrote this for OpenView, we were in a place where unemployment was at an all-time low and hiring was top of mind. Whether your company has paused hiring, is still hiring or will be in the future, having the right people for your business and stage will always be a priority.

Sales Hiring 52

Sales Hiring Enterprise Underperforming Technical Team Scale 52

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 79

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway?

Compensation 79

Compensation Sales Hiring Sales Payment Services 79

OpenView Labs

NOVEMBER 9, 2021

Once dominated by relationships, sales today (especially SaaS sales) are equally propelled by technology. With the broad adoption of CRM, the rise of the sales tech stack, and the advent of social selling and other digital sales channels, the sales landscape has shifted dramatically. Scaling SaaS Sales.

Scale 91

Scale Sales Hiring Scaling Technical Review 91

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 256

Sales Recruiting Sales Hiring Scale VP of Engineering 256

Sales Hacker

JUNE 14, 2018

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals. 5) DO ensure sales and marketing are aligned.

Outsourcing Services 57

Outsourcing Services Sales Hiring Sales Outsourcing Outsourced Development 57

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Sales Hiring 68

Sales Hiring Leadership Management Sales 68

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 234

Sales Recruiting Sales Hiring Scale Customer Success 234

CustomerSuccessBox

JANUARY 10, 2022

A good relationship with the Sales department in order to be able to sell new services will also be highly valued by your managers. Follow up to this section with Ten Interview Questions to Hire the best Customer Success Manager (CSM). Customer Success Manager Salary Trends 2022. Compensation system.

Compensation 52

Compensation Customer Success Trends Management 52

ChurnZero

NOVEMBER 29, 2022

When I ventured out to build my first Customer Success department at a tech software company, my leadership team thought I was nuts. At the time, I was a sales engineer, and my job was to close deals and move on to the next prospect. However, I found there were two flaws in our customer management process.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Who do you hire first? Let a sales ops expert handle the heavy lifting.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does one structure commissions for the sales team with that in mind?

Sales Hiring 118

Sales Hiring Scale Sales SMB 118

SaaStr

JUNE 29, 2021

Post-Initial Traction, and the hiring of a VP or Two — the CEO should probably be the 3d best paid. Hopefully, your VP of Sales is doing so well, she makes the most — not in base salary, but in salary + bonus. Then, hopefully, you’ve hired another Great VP that is so terrific she makes more than you, too.

Sales Hiring 275

Sales Hiring Revenue Sales Marketing 275

Kellblog

JANUARY 3, 2022

You should have hired professionals to run your experiment. It’s not because VCs like high compensation packages and dilution. But you’re not fully committed, the board is split on the decision, you’re worried about the CAC impact of initially unproductive sales investments, and you’re not sure what to do.

Sales Hiring 125

Sales Hiring Scale Consulting Leadership 125

ChurnZero

NOVEMBER 18, 2022

According to our 2022 Customer Success Leadership Study, CS teams are already underfunded and under-resourced. The Q&A portion of the webinar covered topics including how to overcome budget objections, promote CS wins across the organization, secure budget at the same rate as sales, and much more. Now we have a name for this.

Customer Success 98

Customer Success Sales Hiring Headcount Scale 98

Sales Hacker

OCTOBER 30, 2018

Welcome to Sales Hacker’s first-ever Influential Women in Sales list! In this exclusive list, we wanted to honor not just female leaders that promote their own sales platform (no shame in that!) They say “You can’t be what you can’t see,” and the sales floor is no exception.

Sales Recruiting 111

Sales Recruiting VP of Engineering Scale Sales Hiring 111

SaaStr

FEBRUARY 22, 2019

Matt Turck talks with three hyper-growth stage Co-Founders and CEOs on three roadblocks when scaling past $15M ARR: hiring, culture, and sales. So we decided to take you to know three specific topics which are hiring, culture and sales. Let’s start with hiring. Hiring is key. Alix de Sagazan: Yeah.

Sales Hiring 117

Sales Hiring Scale Sales Recruiting Company Culture 117

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. After hiring, the real work begins. Really the percentage should be 100% for both genders, but it’s telling that female sales reps feel short-changed on training more often than men do.

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Management 79

Andreessen Horowitz

FEBRUARY 12, 2024

A MOC document can help you prioritize what jobs you need an executive to do so you can hire against those needs. It’s getting more difficult to hire great talent at the growth stages because many companies were expected to go public and get the associated capital infusion from going public. Key takeaways Write a MOC. Talent in 2024.

Sales Recruiting 90

Sales Recruiting Technical Advisors Sales Hiring Underperforming Technical Team 90

SaaStr

JULY 24, 2019

You don’t want the customer to be perceiving your customer success manager as a salesperson, and it’s not a good use of your CSM’s time. We’re going to talk about hiring in a minute, but most likely, you’re not hiring people who specialize in that transacting. First up, hiring well.

Retention 142

Retention VP of Engineering Sales Hiring Scale 142

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Technology.

Scale 87

Scale Sales Recruiting Sales Hiring Technical Review 87

SaaStr

NOVEMBER 28, 2019

The people you hired, the culture you make, the first 10, 20 hires really make the rest of the culture of the company. And so again we would just have added to more kind of friction in the sales cycle and there was a whole video long sales cycle. We opened a small sales office in Wework. People make the difference.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Government 183

Neil Patel

OCTOBER 24, 2020

Hire a consultant, hands down. In a nutshell, they can give you expert opinions, analysis, and recommendations that can help ensure a more objective-based approach to grow your business and maximize sales – all at the same time. Unfortunately, your in-house team doesn’t have the required expertise to push through change.

Consulting 132

Consulting Sales Hiring Technical Review Sales Recruiting 132

ChurnZero

FEBRUARY 17, 2021

ChurnZero Resource: Inaugural Customer Success Leadership Study. TSIA Resource: Tips for Hiring A Customer Success Manager. Customer Success Compensation Strategies. TSIA Resource: Pointing Due North – Customer Success Compensation Trends. Efficient Sales Models. Charters of Customer Success. Reduce Churn.

Customer Success 78

Customer Success Technical Review Scale Sales Hiring 78

Andreessen Horowitz

OCTOBER 16, 2023

One of the toughest challenges for founders — and especially technical founders who are used to focusing so much on product features over sales — is striking “product-market fit”. So in that shift from product-market fit to product-market-SALES fit, how much should you optimize your go-to-market for product… and even the other way around?

Product Marketing 81

Product Marketing Scale Sales Hiring Sales Recruiting 81

Sales Hacker

SEPTEMBER 21, 2021

In this episode of the Sales Hacker Podcast, we have Paula Shannon , Chief Evangelist at Lilt , a machine learning company focused on language translation. Join us for an engaging conversation about language, sales, career success, and embracing cultural differences in leadership. Subscribe to the Sales Hacker Podcast.

Artificial Intelligence 75

Artificial Intelligence Sales Hiring Technical Review Machine Learning 75

Sales Hacker

SEPTEMBER 28, 2021

In this episode of the Sales Hacker Podcast, we have Hakim Myers , Business Recruiter at Nextdoor , where he recruits for people, finance, and legal functions for startups. Join us for a revealing conversation on sales and talent from the perspective of a recruiter in an executive search firm. Subscribe to the Sales Hacker Podcast.

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

SaaStr

OCTOBER 1, 2019

He discusses four areas you can make more revenue in your business, how to build out your sales team, how to nail your niche, utilizing sales specialization and more. One of the new thing and a new topic in the new book is called the four phases of building a sales team. So if you have a sales team already, not a big deal.

Sales Hiring 136

Sales Hiring Scale Outsourcing Services Interviewing 136

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years.

Sales Hiring 163

Sales Hiring Sales Recruiting Scale CTO Hire 163

InsightSquared

NOVEMBER 29, 2017

The director of sales operations position is one of the most critical hires a company can make. It’s their job to help sales executives make sense of results and pinpoint the reasons why they fell short of or hit their goals. Click here to get a free director of sales operations job description template. ).

Sales Hiring 48

Sales Hiring Sales Underperforming Technical Team Outsourced Development 48

Sales Hacker

DECEMBER 5, 2017

Over the past few months, I’ve been constantly talking to VPs of Sales, SDR leaders, and SDRs themselves. The problem is mostly centered around accountability, process and compensation. Step 1: Addressing Compensation & Pipeline Structure. They use some sort of data provider and give SDRs 500 accounts.

Scale 81

Scale Underperforming Technical Team Outsourced Development Sales Hiring 81

OPEXEngine

JANUARY 30, 2020

Market leadership. Labor & Hiring. CFOs will need to carefully track hiring and hiring efficiency. SaaS companies typically spend 65-80% of revenue on employee compensation. Now, more than ever, CFOs need to focus closely on how key metrics and benchmarks are trending for: Hiring rates and expense.

Sales Hiring 49

Sales Hiring Benchmarks SaaS Acquisition 49