SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 185

Sales Recruiting Sales Hiring Scale Sales 185

SaaStr

OCTOBER 30, 2022

SaaStr 602: Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover. ?. SaaStr 603: SaaStr CRO Confidential Presents the Ultimate Guide to Sales Compensation, Quotas and Recruiting with SaaStr CEO and Founder, Jason Lemkin. Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover.

Sales Recruiting 290

Sales Recruiting CTO Compensation Software Review 290

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Sales Recruiting Sales Hiring Retention 86

OpenView Labs

APRIL 29, 2021

Recruiting top talent is the common denominator across all scaling startups. Nine out of 10 founders and CEOs I connect with are involved in recruiting on a weekly, if not daily, basis. Many of them are learning on the fly and trying to juggle being CEO and Chief People Officer/Lead Recruiter/Brand Evangelist all at once.

Sales Recruiting 81

Sales Recruiting Outsourcing Services Sales Hiring Scale 81

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. SaaStr 602: Secrets To Combining PLG and Enterprise Sales with Grammarly CEO Brad Hoover. ?. Hosted by Sam Blond, Partner at Founders Fund. ? ? ?.

Sales Recruiting 249

Sales Recruiting Compensation Cloud Retention 249

SaaStr

JUNE 17, 2023

The toughest part in the end is always recruiting. Recruiting. Over time, that’s recruiting more and more senior folks, so the target changes. You’ll have to be recruiting new ones all the time. That means you are constantly recruiting. Dear SaaStr: How Should I Design My First Sales Rep Compensation Plan?

Sales Recruiting 188

Sales Recruiting Scale Compensation Business Model 188

Tom Tunguz

NOVEMBER 24, 2018

You might have a few account executives and a sales leader in place; maybe some revenue and a handful of customers. The sales team costs real money, and the question before the company is: how do you know what quota plan to assign to the account executives? Stage 1: Management by Objectives.

Compensation 149

Compensation Sales Recruiting Sales Hiring Scale 149

SaaStr

MAY 28, 2023

SaaStr 658: SaaStr CRO Confidential: Omni Founder Colin Zima on the Power of Leveraging Your Network for Sales and Recruiting                                 Top Videos This Week: 1. SaaStr CRO Confidential: Howard Lerman, Founder & CEO @ Roam Founder-led Sales 4.

CTO 218

CTO Sales Recruiting Compensation Startup 218

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Compensation 80

Compensation Sales Recruiting Underperforming Technical Team Leadership 80

Point Nine Land

OCTOBER 23, 2023

P9 Panel on Hiring Sales Leaders — Founders Summit 2023 “You are going to fire your first sales manager!” — A lesson too many founders learn the hard way. The Founder isn’t willing to be the first salesperson Many of the best founders we work with don’t have a sales background and are either product or engineering focused.

Sales Hiring 125

Sales Hiring Scale Technical Advisors Technical Cofounder 125

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. SaaStr 604: SaaStr CRO Confidential Presents How to Fundraise in Late 2022 with SaaStr CEO and Founder, Jason Lemkin. Hosted by Sam Blond, Partner at Founders Fund. ?.

Sales Recruiting 244

Sales Recruiting AWS Compensation Enterprise 244

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

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

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 188

Sales Hiring Sales Recruiting Scale Sales 188

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 334

Sales Hiring Scale Sales Recruiting Compensation 334

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 233

Sales Recruiting Sales Hiring Scale Customer Success 233

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. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

Tom Tunguz

MAY 12, 2015

Over the course of the panel, we discussed the ways to recruit, structure, and manage vibrant customer success teams. This shift in customer success team emphasis is analogous to the changes in sales team focus described by Mark Roberge in his book about Hubspot called The Sales Acceleration Formula. 2014 20% 70% 10%.

Compensation 100

Compensation Customer Success Sales Recruiting Churn 100

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

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. At the upper end, they spent 11.5%

Sales Recruiting 118

Sales Recruiting Sales Hiring Data Sales 118

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

ChurnZero

NOVEMBER 29, 2022

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

Customer Success 98

Customer Success Sales Recruiting Technical Review Compensation 98

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. Recruiting is easier, but the things that don’t change are customers don’t care.

Sales Recruiting 256

Sales Recruiting Sales Hiring Scale VP of Engineering 256

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. Finally, you must always be a force for proposals on the tools, client-side as well as product side, and manage ad-hoc projects if there are seasonality and slack periods. Compensation system.

Compensation 52

Compensation Customer Success Trends Management 52

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

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

SEPTEMBER 16, 2019

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Compensation.

Sales Hiring 81

Sales Hiring Scale Sales Recruiting Payment Methods 81

SaaStr

MARCH 24, 2020

Nothing matters but recruiting and using your personal network. Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team.

Sales Recruiting 138

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 138

The Angel VC

APRIL 1, 2017

At the excellent SaaStr Annual 2016 conference about a year ago, a very experienced SaaS CEO said on stage that an internal recruiter can be a startup CEO’s secret superpower. Being willing to invest in an internal recruiter or talent manager (or more broadly, an HR person) early on requires pretty big balls a lot of confidence.

Sales Hiring 168

Sales Hiring Sales Recruiting Startup Software Review 168

Sales Hacker

JANUARY 29, 2018

In this blueprint, we provide insights on how to structure your sales organization. The changes in SaaS require that we no longer look at salespeople as individual contributors, but rather a team that crosses disciplines, not just within sales but also across other parts of the organization such as marketing and product.

Sales Recruiting 74

Sales Recruiting Scale Sales Hiring Sales 74

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 79

Product Marketing Scale Sales Hiring Sales Recruiting 79

Incredo

OCTOBER 17, 2019

common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage. We will share 8 ideas on how to increase your sales team’s productivity and help them close more deals. We will share 8 ideas on how to increase your sales team’s productivity and help them close more deals.

SaaS Payments 150

SaaS Payments Compensation Payment Services Sales Recruiting 150

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. powered by Sounder.

Sales Recruiting 81

Sales Recruiting Retention Scale Sales Hiring 81

Sales Hacker

OCTOBER 7, 2020

But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team? Sales should be one of the last places to reduce costs — after all, salespeople are the engine of the revenue machine. Adjust Your Compensation Plan. Start Small. Cutting Salaries.

Sales Recruiting 103

Sales Recruiting Sales Hiring Scale Compensation 103

Incredo

OCTOBER 17, 2019

common software sales comp plans, 2. what factors to consider before defining your SaaS sales commission percentage 4. and finally figure out how much that SaaS sales salary should be. In the end, a bonus section is waiting for you! What are 5 common SaaS sales compensation models? We will write about: 1.

SaaS Payments 144

SaaS Payments Compensation Payment Services Sales Recruiting 144

SaaStr

SEPTEMBER 26, 2019

Building a sales team that can go from $0-$50M (Video + Transcript). Gaetan Gachet | SVP of Sales @Algolia. It’s an honor to be here with this mythical creature, this sales leader that goes from zero to 50 million in the same job. He has a whole French sales team and office that only speaks English in Paris.

Scale 141

Scale Sales Hiring Sales Recruiting Technical Advisors 141

Sales Hacker

MAY 16, 2019

Nothing really stood out until I stumbled across a “Director of Sales and Client Relations” role with a company called Jammony. Director of Sales and love what I do. How can you get started in sales? Keep reading as I share my story and offer some tips that could help you get your 1st (or next) sales role. Today, I’m Sr.

Sales Hiring 93

Sales Hiring Sales Recruiting Sales Interviewing 93