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

NOVEMBER 24, 2021

The SaaS sales model seems so well-established, as hundreds of founders build their businesses and raise funding. Mark Roberge, Founder of Stage 2 Capital and Senior Lecturer at Harvard Business School, shares insights from his years of experience into common SaaS sales missteps and how you can avoid them.

Sales Hiring 210

Sales Hiring Scale Compensation Sales 210

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

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

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 273

Scale Sales Hiring Compensation Marketing 273

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. In recent years, CS professional compensation structures have tended to rely on revenue-generating activities, which will continue in 2022. Compensation system.

Compensation 52

Compensation Customer Success Trends Management 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

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.

52

52

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. Turning over a sales team is very hard on the organization. A great VP of Sales is worth her weight in gold. They have low attrition.

Sales Hiring 338

Sales Hiring Scale Sales Recruiting Compensation 338

Tom Tunguz

NOVEMBER 16, 2015

As he told me a few days ago, he has observed the lack of sales management and sales execution skills as one of the most consistent deficiencies limiting the potential of early stage SaaS companies. Sales execution deficiency manifests itself at roughly the same time as product market fit.

Sales Hiring 184

Sales Hiring Sales Recruiting Startup Compensation 184

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. After getting slapped on the wrist a few times for my after-sales support, I knew things had to change.

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

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

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Scale 97

Scale Headcount Sales Forecasting 97

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The problems with the SDR to sales handoff. A better way to compensate instead of commission. powered by Sounder.

Sales 88

Sales Compensation B2B Social Media 88

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

Sales Hacker

JUNE 9, 2020

This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales.

Leadership 78

Leadership Scale Sales Recruiting VP of Engineering 78

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. Start building out your sales operations department by hiring someone to own your CRM.

Sales Recruiting 119

Sales Recruiting Scale Sales Hiring Sales 119

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. What Interviewing 600+ Sales Reps Taught Me About Team Building.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Sales Hacker

NOVEMBER 10, 2023

For example: Supporting Thought Leadership: Identifying Opportunities: Actively monitor industry trends for opportunities for customers to showcase their expertise. This could include speaking opportunities, article or blog post contributions, or other thought leadership platforms. At Demandbase, data wins every time.

VP of Engineering 93

VP of Engineering Scale Outsourced Development AI 93

SaaSOptics

JANUARY 20, 2022

That’s why it’s so critical to get everyone in sync—especially FinOps, RevOps , and Sales. One of the most important ways to do that is by building a sales commission structure that everyone can get on board with. Managing commissions and compensation plans in spreadsheets is a common practice, but it’s also inefficient and outdated.

Compensation 77

Compensation Scale compliance Forecasting 77

SaaStr

OCTOBER 22, 2022

But they are in sales folks. But the compensation, both in fees and carry, diverges widely across partners, for many reasons. And even if the VC firm is a success (and many firms aren’t), returns are often driven by just 1 or 2 of the partners in each firm. That the VCs you know are all “great guys.” Most can’t.

Compensation 238

Compensation Investment Management Sales 238

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

Intercom, Inc.

JULY 30, 2018

In sales, there’s one number we obsess over – our quota. As an Inbound Sales Development Rep, I face the challenge of not having any control over the leads that get passed to me. Most models for SDR compensation require sales opportunities to reach a certain stage before they count toward an SDR’s quota.

Strategy 157

Strategy Sales Compensation Communication 157

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. 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. Are all of your sales coaches men?

Sales Hiring 79

Sales Hiring Underperforming Technical Team Sales Management 79

Kellblog

OCTOBER 30, 2023

.” Optionally, offer compensation. Not everyone wants compensation. For others, it’s all about compensation. Ensure the compensation matches the problem: “I’m offering you a free day with our top guide on your next trip out.” For some, it’s about principle. Read the room.

Compensation 84

Compensation Technical Review Software Review Onboarding 84

Sales Enablement, SaaS and Growth

NOVEMBER 28, 2017

The more I think about it, the clearer it becomes - strategic communication is an integral part of successful sales enablement. And the success (or failure) of a sales enablement function is intertwined with its ability to influence a sales organisation and change behaviour. Communication matters in business.

Sales Enablement 112

Sales Enablement Sales Business Consulting 112

ChurnZero

NOVEMBER 17, 2020

Oh, Sales and Customer Success, you are my two favorite disciplines! My career started in Sales, or rather, I was slowly talked into a Sales career by a string of managers who knew I had the drive to be a great salesperson. As a consultant, I often see Sales and Customer Success teams battling over little things.

Customer Success 98

Customer Success Sales Compensation Churn 98

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

ChurnZero

DECEMBER 2, 2021

From sessions on building variable compensation plans and Customer Success tech stacks to fostering customer advocacy and community, BIG RYG explored how today’s Customer Success leaders are tackling major industry challenges and advancing their Customer Success game. Not that the [sales] commission is delayed until deployment or renewal.

Customer Success 98

Customer Success Technical Review Scale Compensation 98

SaaStr

SEPTEMBER 25, 2020

379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them. Announcer: In today’s SaaStr Insider, SaaStr CEO and founder, Jason Lemkin, shared the top 10 mistakes founders make when hiring their first sales team.

Sales Hiring 192

Sales Hiring Sales Recruiting Scale Sales 192

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 80

Product Marketing Scale Sales Hiring Sales Recruiting 80

Sales Hacker

AUGUST 22, 2019

In 2016, it was discovered that Wells Fargo employees secretly created millions of unauthorized bank and credit card accounts — without their customers’ knowledge — to meet sales goals. As you might guess, it boils down to how leadership incentivized the sales team. Communicating Good Sales Behaviors.

Sales 68

Sales Payment Methods Compensation Payment Services 68

ChurnZero

APRIL 8, 2022

It’s the definitive Customer Success leadership summit. At other conferences, I have sometimes felt like I’m sitting through a sales pitch, and I didn’t feel like that in any of the sessions I attended at BIG RYG. It’s a sales-free safe space. Clear your calendar and register today ! What’s BIG RYG?

Customer Success 98

Customer Success Scale Leadership Compensation 98

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

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? Is compensation too low?

Sales Hiring 76

Sales Hiring Sales Recruiting Compensation Underperforming Technical Team 76

Sales Enablement, SaaS and Growth

JULY 30, 2017

Leading sales enablement programmes for over 100 sales professionals is challenging, rewarding and lots of fun. The way I see it, my role primarily is to partner with the sales organisation, so sales reps are successful, which enables sales reps and by extension, HubSpot to grow.

Sales Enablement 100

Sales Enablement Scale Sales Underperforming Technical Team 100

Sales Hacker

OCTOBER 8, 2020

Trust is the key to making sales in today’s world. B2B sales has long suffered from the same risk/reward imbalance in the eyes of the buyer. This means that you need to let go and give up control by removing sales quotas and targets. You do this by securing leadership/management buy-in to your long-term objective.

Systems Review 97

Systems Review Compensation Leadership Revenue 97