Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. Then, I’ll help you take it to the next level with QuotaPath’s newest free resource — our Compensation Hub. Then, I’ll help you take it to the next level with QuotaPath’s newest free resource — our Compensation Hub.

Compensation 96

Compensation Sales Recruiting Sales Finance 96

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 97

Compensation Customer Success Churn Retention 97

Sales Hacker

JULY 14, 2023

That means that the goals I have to track against have to be core level metrics.For instance in my role now I own S&M, including both budgets, and revenue generation for new and existing customers, and net retention. My comp metrics are related to annual top line revenue & S&M efficiency (LTV/CAC + Payback). Appreciate you.

Compensation 52

Compensation Sales Hiring Technical Review Metrics 52

SaaStr

NOVEMBER 14, 2022

If they aren’t happy, they may leave, which can spell problems for your employee retention rate, which in turn can negatively impact your business as a whole. In a special presentation, Secureframe COO Seema Kumar shares common leadership challenges in today’s modern workforce, best practices, and tips for talent retention.

Retention 130

Retention Leadership Compensation Communication 130

Sales Hacker

MARCH 29, 2022

These 3 trends have many sales, revenue, and finance leaders wondering how to build compensation plans that hit on all three AND align to business strategies. The post The Comp Plan Recipe that Doubles Rep Productivity & Retention appeared first on Sales Hacker.

Retention 77

Retention Compensation Finance Trends 77

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

Tom Tunguz

MAY 12, 2015

Year Adoption Retention Expansion. In 2014, his team spent 70% of their time on retention with the remaining 30% split between adoption and expansion. In the early years, Hubspot prioritized growth and consequently compensated their sales teams exclusively on new bookings. 2014 20% 70% 10%. 2015 35% 55% 10%.

Compensation 100

Compensation Customer Success Sales Recruiting Churn 100

SaaStr

JULY 22, 2019

Almost always, compensation distributions are fixed the moment you sign a term sheet to be acquired (and really, a bit before that). For any retention payments, you can try to influence who gets what. The post When offering equity compensation, what should founders consider to make sure employees benefit fairly from a liquidity event?

Compensation 106

Compensation Acquisition Retention 106

Tom Tunguz

JANUARY 4, 2016

It’s the most provocative idea about employee compensation I’ve found. But, this compensation strategy must be complemented with a plan to reward the exceptions, the 10xers. As Daniel Kahneman showed in Thinking Fast and Slow , humans think in normal distributions.

Compensation 100

Compensation Startup Benchmarks Engineering 100

SaaStr

SEPTEMBER 29, 2022

Free user retention. Stage 2: Prove free user retention. But this should come at last, where you focus on metrics such as paid user percentage or net dollar retention. Mistake #3: Not designing a sales compensation plan for PLG. “We This adoption funnel goes through: . Free user acquisition. Monetization.

Technical Review 248

Technical Review Technical Advisors Scale Compensation 248

Tom Tunguz

JULY 10, 2022

Later, lower NPS (net promoter score) and weakened NDR (net dollar retention) mar the company’s financials. In the second scenario, the company enjoys faster sales cycles, greater NDR, and better customer retention, plus a referral. In the first scenario, the sales team records terrific initial bookings.

Strategy 314

Strategy Sales Compensation Retention 314

Tom Tunguz

MARCH 29, 2015

For example, as Mark Roberge, CRO of Hubspot, wrote in The Sales Acceleration Formula , Hubspot adopted three different sales compensation plans throughout its early evolution which embody the three key ingredients of a sales compensation plan. Account executives were divided into quartiles by customer retention.

Compensation 100

Compensation Scale Payments Sales 100

SaaStr

OCTOBER 30, 2022

SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. How to Build a Super High-Retention Sales Team with Twilio SVP & GM Alice Katwan. Top Podcasts This Week: 1. Hosted by Sam Blond, Partner at Founders Fund. ? ?.

Sales Recruiting 285

Sales Recruiting CTO Compensation Software Review 285

Totango

APRIL 9, 2024

For the full scoop on all of their bold insights on team alignment and unlocking customer-led growth, check out the webinar: The importance of team alignment and variable compensation The roundtable kicked off with the consensus that aligning CS and Sales teams is imperative, not optional.

Scale 110

Scale Sales Compensation Customer Success 110

ChurnZero

JULY 8, 2022

Oh, by the way, what’s your customer retention?” It was clear that, barring any wildly outlandish figures, customer retention wasn’t a dealbreaker in their decision to invest. 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.

Technical Review 98

Technical Review Software Review Retention Metrics 98

Tom Tunguz

AUGUST 14, 2022

First, Deliberately Underselling means optimizing the sales process for Net Dollar Retention (NDR). Last, the plan compensates those responsible for growing accounts with a quota - in line with Frank Slootman’s philosophy. I asked him to share his views on land & expand team structure & quotas. But we covered much more.

Startup 295

Startup Construction Sales Compensation 295

SaaStr

SEPTEMBER 12, 2023

Tie compensation to these metrics to incentivize performance. A classic on founder compensation, always one of the most searched topics. These include blaming others for missed numbers, dropping quota attainment, top reps leaving, making unrealistic plans, declining revenue retention, and showing fear.

Sales Hiring 235

Sales Hiring Technical Advisors Compensation Outsourced Development 235

SaaStr

NOVEMBER 6, 2022

SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. How to Build a Super High-Retention Sales Team | Twilio SVP & GM Alice Katwan. Hosted by Sam Blond, Partner at Founders Fund. ? ? ?.

Sales Recruiting 235

Sales Recruiting Compensation Cloud Retention 235

SaaStr

JULY 18, 2022

The reasons for this kind of nomadism can be complex—compensation, a growing remote-first workplace, morale, or a company’s reputation might contribute to their decision to leave. But for Notion’s Manapat, retention of engineers boils down to three main criteria: Company Success. Individual Growth. Key Takeaways.

CTO Coach 227

CTO Coach CTO Hire New CTO CTO 227

IT World

DECEMBER 9, 2021

Information-Technology leaders say they are boosting compensation packages and flexible work options to widen the pool of prospective job candidates, as demand surges for tech talent," M. There has been growth in the IT job market each of the past eight months, according to IT employment consultancy Janco Associates.

Compensation 131

Compensation Retention Consulting Technology 131

Valuize Consulting

AUGUST 24, 2021

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. Here, we outline the 5 steps you need to take to effectively align your entire organization around growing Net Dollar Retention.

Retention 52

Retention Metrics Compensation Innovation 52

Valuize Consulting

AUGUST 24, 2021

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. Here, we outline the 5 steps you need to take to effectively align your entire organization around growing Net Dollar Retention.

Retention 52

Retention Metrics Compensation Innovation 52

SaaStr

OCTOBER 27, 2022

They will likely get special retention packages that stretch out over 2-3+ years. Don’t expect nothin’ The reality the golden handcuffs, the big retention packages, etc. Because it’s seen as their money, as “extra” compensation on top of the deal price. This will be a handful of key employees.

Startup 230

Startup Sales Hiring Compensation Finance 230

SaaStr

JANUARY 27, 2023

In addition to creating a thriving business with impressive growth, opening paths for career development, and staying resilient, companies must focus on compensating their sales teams generously and fairly. We found that we had incredible retention at Flexport when we paired career progression with meaningful equity grants.”

Sales Recruiting 186

Sales Recruiting Sales Hiring Scale Compensation 186

CustomerSuccessBox

NOVEMBER 17, 2021

We will be discussing all Net Revenue Retention in this blog. What is Net Revenue Retention? But SaaS leaders know the importance of Net Revenue Retention and tracking it. Net revenue retention is the impact your current customer has on your revenue. Calculating Net Revenue Retention. Increasing NRR Accountability.

Retention 52

Retention Revenue Artificial Intelligence Systems Review 52

SaaStr

JUNE 12, 2020

Many founders like to tie compensation to results and like bonuses for overachievers. No CEO I’ve talked to that has implemented profit-sharing got the retention or employee NPS benefits they’d hoped for. Equity doesn’t really work as a retention vehicle for most employees. Not for retention. That includes us.

Compensation 211

Compensation Banking Retention Startup 211

SaaStr

JULY 24, 2019

The theme of today’s talk is How to Build the CSM Team that Generates 130% plus Net Retention. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. You have to nail all of these items in order to be able to boost net retention within your organization.

Retention 144

Retention VP of Engineering Sales Hiring Scale 144

SaaStr

JUNE 12, 2022

And that was customer success managers who were really just farmers — compensated 100% or close to it for Upsells, not Retention. Incent Sales Reps to close leads , but also give them the compensation to properly treat the prospective customers with respect. These guys — I don’t know. A lot of them are smarmy.

Compensation 253

Compensation Customer Success Interviewing Sales 253

SaaStr

NOVEMBER 24, 2021

It’s 2021, but surprisingly, a significant number of SaaS companies still use outdated sales compensation plans. Salespeople are often compensated at the highest rate when they win brand new business, but that might not be good for revenue expansion and might contribute to churn. Roberge recommends starting with product-market fit.

Sales Hiring 192

Sales Hiring Scale Compensation Sales 192

Sales Hacker

SEPTEMBER 28, 2021

Why attrition and retention matter so much right now. Sam Jacobs : What’s your perspective on the job market and on compensation? People speak a lot more about retention and attrition and how data could potentially affect those different two subjects. Hakim Myers: Attrition and retention. What You’ll Learn.

Sales Recruiting 83

Sales Recruiting Retention Scale Sales Hiring 83

Andreessen Horowitz

DECEMBER 8, 2021

A decade ago, equity compensation — paying employees with company stock — was a perk reserved solely for executives. The practice was largely deployed by companies as a way to optimize retention while keeping their balance sheets clean. Since then, equity compensation has expanded quickly.

Compensation 115

Compensation Retention Leadership 115

SaaStr

NOVEMBER 30, 2023

That’s a big change, and they can do it by building the first incentive compensation plan that includes variable compensation for specific goals. Net dollar retention. At Marketo, Pepper’s first Head of Sales would come to board meetings with a bunch of balloons. The key drivers, in order, are: Revenue growth.

Scale 237

Scale Sales Hiring Scaling Outsourced Development 237

SaaStr

SEPTEMBER 9, 2022

Folks that increased quotas to compensate for sales comp inflation and lower margins ended up in many cases with low attainment. If you sell to SMBs and have 70% revenue retention over the year, you just can’t pay the same as enterprise reps that close 140% NRR deals. But where does that 20% magically come from?

Scale 314

Scale Venture Capital Sales Hiring Sales 314

Clouded Judgement

JANUARY 19, 2024

.” If we look historically at the period from 2015-2020 (ignoring 2021 IPOs) the rough medians were ~$200m ARR (minimum was $100m ARR), 50% YoY growth, and >120% net retention. One thing I do want to call out that I don’t see tracked enough is stock compensation. These figures are incredibly impressive!

Cloud 177

Cloud Scale Compensation Metrics 177

ChurnZero

OCTOBER 1, 2022

If you are going to have that mix, consider—and I’m going to go back to compensation, you throw money at the problem and sometimes it works—but think about double spiffing while you go through that change management so that there is not competition while people are figuring out how the wheels work and how the motions work.

Scale 97

Scale Customer Success Revenue Retention 97

Incredo

OCTOBER 17, 2019

What are 5 common SaaS sales compensation models? The reason is that commission-only position doesn’t guarantee a fixed financial compensation at the end of each month. Pros: With this way of compensating, you reward high-performing sales reps when they show they can do more for you! See below! Here’s why.

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

Incredo

OCTOBER 17, 2019

What are 5 common SaaS sales compensation models? The reason is that commission-only position doesn’t guarantee a fixed financial compensation at the end of each month. Pros: With this way of compensating, you reward high-performing sales reps when they show they can do more for you! See below! Here’s why.

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144