SaaStr

SEPTEMBER 12, 2023

You Have to Train Sales Reps 3–10. You have to start formal sales training by rep #3. Tie compensation to these metrics to incentivize performance. A classic on founder compensation, always one of the most searched topics. A classic on founder compensation, always one of the most searched topics.

Sales Hiring 228

Sales Hiring Technical Advisors Compensation Outsourced Development 228

SaaStr

JANUARY 3, 2023

Kate Ahlering, CRO at Calendly, shares how revenue operations are every CRO’s secret weapon to revolutionizing enterprise sales growth. . How customers come into the sales funnel, when, where, and how they’re engaged are becoming increasingly digitalized. When you add a sales-led motion to PLG, RevOps can be the perfect complement. .

Enterprise 226

Enterprise Sales Sales Funnel Compensation 226

SaaStr

SEPTEMBER 29, 2022

As consumer tech growth teams move through this adoption funnel, they evolve their north star metric. This evolution can be described in four stages—each stage with a goal measured by a specific metric. Cost per quality user is the north star metric here. Mistake #2: Scaling sales team disproportionately to growth funnel.

Technical Review 241

Technical Review Technical Advisors Scale Compensation 241

InsightSquared

MAY 7, 2019

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement. Typical SaaS Sales Metrics.

Scale 102

Scale Sales Hiring Metrics Sales 102

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? are usually not.

Compensation 79

Compensation Sales Hiring Sales Payment Services 79

ChurnZero

SEPTEMBER 10, 2021

There are several different models of compensation plans , but not all can be guaranteed to produce the same results for your organization. We’ve found that, when looking to build a strong team of Customer Success Managers (CSMs), an incentive compensation plan, otherwise called a variable compensation plan, produces the best results.

Compensation 52

Compensation Customer Success Churn Retention 52

SaaStr

NOVEMBER 30, 2023

Go-to-Market matters because sales and marketing spend remain the biggest proportion of SaaS spend, so honing in on that spend to build an engine and drive growth is paramount. Because founder-led sales worked really well for most of the early stages, but you eventually start running out of juice around $15M ARR.

Scale 233

Scale Sales Hiring Scaling Outsourced Development 233

SaaStr

NOVEMBER 13, 2022

SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Live: SaaStr Workshop Wednesday with Battery Ventures on SaaS Metrics. Hosted by Sam Blond, Partner at Founders Fund. ?. Top Videos This Week: 1.

Sales Recruiting 222

Sales Recruiting AWS Compensation Enterprise 222

ChurnZero

JULY 8, 2022

Cut to 2022, and the idea that a SaaS company could secure venture funding without investors digging deep into retention metrics seems comical, if not reckless. Net revenue retention (NRR) is taking center stage as the qualifying metric for determining the health of a SaaS business. Customer success owns a large portion of that metric.

Technical Review 98

Technical Review Software Review Retention Metrics 98

Mucker Capital

OCTOBER 10, 2023

Sales development is a nuanced blend of art and science, requiring a delicate balance for its effective implementation within a company. Drawing from substantial experience, Sally Duby from The Bridge Group provides valuable insights into the intricate realm of sales development. Sally's wisdom sheds light on this dilemma.

Scale 52

Scale Sales Hiring Outsourced Development Development 52

Chaotic Flow

MAY 13, 2014

Becoming a Metrics-driven SaaS Business is no easy task. However, the financial rewards of moving beyond standard SaaS financial metrics to SaaS customer success metrics and ultimately to sophisticated predictive analytics are significant. Each step toward SaaS metrics greatness builds upon the last.

Metrics 135

Metrics SaaS Compensation Benchmarks 135

Valuize Consulting

AUGUST 24, 2021

Mobilize Your Team Around Your Most Pressing Value Metric. Net Dollar Retention (NDR) has quickly become the most important value metric in SaaS organizations and for good reason; NDR provides a clear picture of a company’s overall health and valuation. Build Your Compensation Model. 5 Steps To Aligning Your Teams Around NDR.

Retention 52

Retention Metrics Compensation Innovation 52

Valuize Consulting

AUGUST 24, 2021

Mobilize Your Team Around Your Most Pressing Value Metric. Net Dollar Retention (NDR) has quickly become the most important value metric in SaaS organizations and for good reason; NDR provides a clear picture of a company’s overall health and valuation. Build Your Compensation Model. 5 Steps To Aligning Your Teams Around NDR.

Retention 52

Retention Metrics Compensation Innovation 52

Sales Hacker

JULY 29, 2021

It’s hard to find a “better” example than in sales, where the annual turnover rate in the United States averages at 34%. Sales is one of those jobs where you sink or swim based on your efforts. All of that can lead to a lot of pressure and stress on sales teams. What is sales productivity? And who could blame them?

Sales 109

Sales Systems Review Compensation Metrics 109

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

Practical Advice on SaaS marketing

AUGUST 1, 2018

I’ve seen this happen when sales people convince a small organization that the product is a good fit for their needs, but it turns out to be overkill. A revised compensation scheme can also work as a cure for over-selling. Wrong customers Sometimes high churn happens when SaaS providers sell to the wrong customers.

Churn 122

Churn Metrics Compensation Software Review 122

Chaotic Flow

NOVEMBER 11, 2014

As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on. It only takes 6 to 8 minutes to complete.

Benchmarks 125

Benchmarks Compensation Sales SaaS 125

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

Tom Tunguz

SEPTEMBER 3, 2017

Every startup’s sales commission plan is different. But it’s key to understand the theory and the benchmark data that governs the creation of sales commission plans to create a good one for your business. Sales compensation is communicated in OTE, On Target Earnings. These three strategies are quite different.

Sales Recruiting 120

Sales Recruiting Sales Hiring Data Sales 120

User Pilot

MARCH 25, 2024

Introduces key metrics that can affect your company’s value. Metrics that can affect SaaS business valuation include Monthly /Annual Recurring Revenue, Customer Acquisition Cost , Customer Lifetime Value , Net Revenue Retention, Total Addressable Market, and YoY Growth Rate. To calculate the metric, add all 4 of them.

SaaS 92

SaaS Customer Lifetime Value Acquisition Metrics 92

SaaStr

FEBRUARY 14, 2023

What it all means is that if you do it right, you’ll make 6x or more the revenue from your customers after the sale itself. Churn, upsells, renewals, and all that, and compensating against it. You won’t see it in the metrics. The details on that math here. And I passionately believe in measuring things. If you visit.

Customer Success 286

Customer Success Compensation Churn Enterprise 286

Software Platform Consulting

MAY 28, 2019

This is the third in my series on SaaS Metrics for Enterprise-Driven B2B Networks. I spend very little time on issues of compensation on this blog. sales, finance, customer success, and supplier enablement). aligning incentives of all of those groups based on the same metrics. Source: [link]. Put on the CFO’s Hat.

SaaS Payments 56

SaaS Payments Enterprise B2B Metrics 56

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

NOVEMBER 10, 2023

Deliver value early – in the product and external to the product In the product The concept of delivering value early is not just a philosophy; it’s a quantifiable metric known as “Time to Value.” ” This metric gauges the duration for users to realize the benefits, measuring onboarding efficiency.

VP of Engineering 93

VP of Engineering Scale Outsourced Development AI 93

Intercom, Inc.

OCTOBER 26, 2018

Some sales teams consider a customer success manager as the post-sale counterpart of an account executive. At Intercom, our customer success team sits side by side our account executive and relationship management teams in sales. Why onboarding is a part of sales. The role of customer success teams.

Sales Hiring 123

Sales Hiring Customer Success Scale Underperforming Technical Team 123

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

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. Clearly, new strategies alone aren’t enough to motivate a sales team. Sure, these are all key motivators for your sales reps. So what’s the missing link? Is it money?

Compensation 85

Compensation Sales Travel Management 85

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

ChurnZero

JANUARY 22, 2021

“But I didn’t want a job in sales!”. If you’ve internally cursed the idea of selling or simply desire to take your sales skills up a notch, then this webinar is for you. Apply a language framework to “get into” the sales conversations. I’m not a huge fan of the sales being blended in with normal CS conversation.

Sales 98

Sales Compensation Pricing Customer Success 98

Sixteen Ventures

SEPTEMBER 5, 2019

Time to First Value (TTFV) is a commonly used Customer Engagement metric to measure the efficiency of the customer Onboarding process, but not generally a Sales KPI. As I said, TTVF is a commonly used Customer Engagement metric to measure the efficiency of the customer Onboarding process, but not generally a Sales KPI.

Engagement 70

Engagement Sales Compensation Onboarding 70

FastSpring

AUGUST 19, 2022

Usage-based pricing (UBP) — or consumption pricing — is based on the amount of usage of a specific metric, such as gigabytes of storage used or the number of API calls made — over a period of time. Seat-based pricing (SBP) is a usage-based metric. Don’t get sucked into using UBP as a solution looking for a problem.

Pricing 140

Pricing SaaS Technical Review Forecasting 140

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

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 174

Sales Hiring Sales Recruiting Scale Sales 174

Kellblog

FEBRUARY 20, 2022

Topics we discussed included: The Hippocratic oath and executive compensation plans (do no harm). How to frame the sales / services working relationship (i.e., Why to put an andon cord in place to stop zero-odds-of-success deals early in the sales process. sales, customer success, services).

Compensation 77

Compensation Marketing SaaS Consulting 77

Chargify

SEPTEMBER 10, 2019

The title says it all…calculating sales commission shouldn’t be a pain in the SaaS. Yet, after countless conversations with SaaS sales teams, including our own, we concluded that everyone shares the same sentiment—it IS a pain in the SaaS. . Compensating Other Revenue Generators. But it is just math, right?

Payments 61

Payments SaaS Payments Scale Compensation 61

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

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