Annual Planning for Sales Organizations: Headcount, Quotas & Territories

OpenView Labs

Headcount Planning. But headcount planning is often a useful place to start because the inputs required to make decisions are the least dependent on factors outside of the sales organization. This decision will drive many of your other headcount decisions.

How Quickly Does Headcount Scale in the Fastest Growing Software Businesses?

Tom Tunguz

Above, I’ve charted the headcount growth rate for 10 of the fastest growing software companies in recent history. I’ve normalized the years for when all the businesses were roughly at the same headcount - fewer than 50 people. What does the “average” hyper growth software company look like in terms of headcount growth? How quickly do the fastest growing software companies build their teams? The answer is incredibly quickly.

5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount

Sales Hacker

Decreased revenue per rep, High turnover as you scale headcount. “It’s We made our machine more efficient even as we scaled, grew headcount, and skyrocketed our revenue. The post 5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount appeared first on Sales Hacker.

Why do all the tech giants rely on “shadow forces” of temporary employees?


But let me suggest one reason I learned when I was an exec in a F500 tech company: Headcount was most fixed for a year. Our group had a fixed headcount of about 800 to manage about $800m in revenue. Getting even a single additional headcount was incredibly difficult.

[SaaStock Latam special]: How Superlógica grew 10x by improving pricing plans


In the last three years, it has grown from 60 to 225 in headcount, 10x in revenue and now serves 4 different verticals. Tune in for an extra bonus episode of the podcast, hosting SaaStock LatAm speaker André Baldini, CEO of Superlógica who tell us how the company grew revenue 10x.

Redpoint SaaS Startup Key Metrics Template

Tom Tunguz

This section covers employee satisfaction, headcount, and recruiting metrics. Over the last decade or so, I’ve compiled a metrics sheet to summarise a SaaS business. While no living document like this is ever perfect, this is currently the best board-level summary of the overall health of a business I have found. I’m sharing it so that others may benefit and improve it. If you have suggestions, please email me. Redpoint SaaS Metrics Template.

Your Sales Year is Coming to an End. Are you ready?


If you have open headcount for Q1 be interviewing in Q4. Behind headcount equals behind plan. It’s two weeks until December.

Sales 222

The Competition You Always Have: Headspace and Budget


Not that much given the overall headcount I nominally had assigned to me. A common VC-ism is that You Always Have Competition. This probably is mostly true, especially since 70% of the top SaaS companies are really just new versions of old, established categories.

Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Plan For It.


But specializing across the sales process will take more headcount.

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The Employee Productivity Patterns of Billion Dollar SaaS Companies

Tom Tunguz

The chart above shows the headcount growth of the median publicly traded SaaS company from year four through year ten of the company’s life. The multiplicative effect of headcount growth and improving productivity fuels the growth of the business. SaaS companies are marvelous businesses. They are more predictable than most other kinds of companies and in addition they demonstrate leverage from technology.

If You Want to Hit The ’20 Plan … You Gotta Be Making the Hires Now


With precise headcount and budget needs. A few seasons back, we wrote a post on hitting how in SaaS, you have to be putting the resources in place by Q3 to hit the plan for the next year. We update this post a bit annually as we head into next year’s planning procress.

SaaS Financial Plan 2.0

The Angel VC

If you have a SaaS startup with a higher-touch sales model where revenue growth is largely driven by sales headcount, the plan needs to be modified accordingly.

We Haven’t Hit Peak SaaS


In 2014, Mixpanel’s Series B pitch deck spelled out the company’s expansion plans over the next two years: 3x sales headcount and rapidly race towards distribution. Double headcount every 6-9 months.

What Sales Operations Can Learn from Restaurants


As headcount surges, what specific fields mean, why they are useful, and when the business requires that information can be lost in the shuffle. Boston’s Trident Booksellers and Cafe thrums on a Saturday morning.

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How to Make the Case for Product Ops at Your Organization


For a cross-functional role like product ops, it’s not only about convincing leadership for headcount and resources. By Sara Estes, Content Marketing Manager.

The 4 Challenges Facing Customer Success Teams in SaaS Startups

Tom Tunguz

Customer success teams must justify the investment of building a CS team, often at the expense of headcount in another team. Constrained by headcount budgets and burn requirements, startup leadership teams often must choose between hiring an additional sales person or investing in a customer success person, for example.

ChurnZero Leads G2’s Momentum Report for Customer Success Software


The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year.

ChurnZero Leads Momentum Grid on G2 Crowd For Second Season


The new Customer Success Software Momentum Grid from G2 showcases CS solutions with the highest growth trajectory on a product’s user satisfaction, online presence, and employee headcount growth over the last year.

By the time you're at $2-3M in ARR, you need a VP of Sales who's done it before

The Angel VC

As you can see in the spreadsheet and in the chart, based on these assumptions your total sales headcount increases from 2 to 9 in year 2 and from 9 to 30 in year 3. PS: As you can see in the chart below, there's a 1:1 correlation (approximately) between ARR and sales headcount.

Why Fast Learning Curves are So Important to Startups

Tom Tunguz

Imagine you work at a startup that is growing headcount 125% year over year. Startups are business machines engineered to grow quickly. The forces of hypergrowth exert enormous strain on every aspect of the company. Internal break all the time as the company moults into a new skin. This is one of the most important things to keep in mind when hiring.

Rules to Run Your SaaS Business By

Sales Enablement, SaaS and Growth

The number of employees when things get particularly troublesome are three, 10, 30, 100, 300 and 1,000 - before company headcount hits these milestones you’ll need to rethink how you operate. I’ve been working within the software as a service (SaaS) industry for more than five years now.

SaaS FP&A – Are You Up to the Challenge?


SaaS companies tend to have more Finance headcount than traditional, non-Cloud companies. Median Finance headcount in private, growth SaaS companies averaging $25M is 7 Finance executives. Heading into the 2020 planning season, SaaS FP&A teams are working to finalize 2020 budgets and planning.

How to Proactively Engage Clients and Automate Your High Touch Service – A Success Story


This enables the team to deliver high-touch service across all of their accounts, without the need to significantly grow their headcount . How to Pro actively Engage Clients and Automate Your High Touch Service – A Success Story .

Top Customer Success Takeaways from Pulse Europe 2018


How to Scale without Scaling Headcount. To ensure you success function scales without scaling your headcount, make sure everyone in the company is bought into the success mindset. Top 15 Takeaways from Pulse Europe 2018.

3 (free) tools to help SaaS founders with their 2017 planning

The Angel VC

Financial Plan This template helps you create a full financial plan that includes everything from revenue modeling to costs projections and headcount planning. (As you can see, I really like :) ) In case you haven't started to think about your plan for 2017 yet, now's the time.

The Top 5 Product Usage Metrics for Customer Success Teams


One sure-fire sign of a successful enterprise is an expanding headcount. Product usage metrics reveal the relationship your customer has with your product—and provide context for the relationship you should be having with your customer.

How To Structure Your Sales Development Team: The Navy Seal SDR Framework

Sales Hacker

Of course, headcount is always a sensitive topic, so start small to show your executives what is possible. If executed right, the headcount is truly an investment. In this article, you’ll learn how to structure your sales development (SDR) team for maximum efficiency and scalability. Sales leaders, read on! The only easy day was yesterday.”. Navy SEALs. This is one of the most famous principles of the U.S. Navy SEALs.

What's the ROI of your mom?


And in this article he explains why, and proposes a different approach to thinking about the optimal CSM headcount to help you build a more effective customer success organization. On today’s episode, we’re calculating the ROI of your CSM. Plus, the Product Marketing Alliance drops the Product Marketing Salary Survey. And Sprinklr acquires Nanigans. Your top subscription news. Your mom has an ROI. What’s the return on investment of your mom?

When to Scale Sales for Your SaaS Startup

Tom Tunguz

When is the right time to increase sales headcount for a SaaS startup? It is one of the most strategic decisions for early-stage business to make given the amount of effort and expense involved in building, managing and scaling a sales team. While there is no single absolute sign, neither qualitative nor quantitative, these are some of the signals I have found indicate it might be a good time to scale sales. First, the pipeline to quota ratio exceeds 6X.

The One Proven Strategy to Move Your Sales Team Performance Bell Curve

Sales Hacker

Or extra headcount? As a sales manager, your success is determined by the success of your reps. But, unfortunately, a lot of reps out there are barely hitting quota. In fact, the majority of today’s sales teams consist of average performers.

7 Steps to a Successful SDR Cold Calling Sales Contest (Case Study)

Sales Hacker

In a fast-paced environment where things like onboarding, headcount plans, comp, demo practice, deal strategy, and lots of other revenue-generating activities are top of mind and rapidly changing, it can be easy to lose sight of what matters most to people.

Found in translation: How multilingual support helps you scale customer experiences

Inside Intercom

How do you ensure a great customer experience globally without adding a ton of headcount? For online businesses, our customers can come from any part of the world and at any time. In the United States alone, roughly 20% of the population doesn’t speak English at home.

How to build a billion dollar sales team like Stripe

Inside Intercom

Despite the exponential growth they’ve gone through, Stripe have been refreshingly conservative about how quickly they grown the company from a headcount perspective. We are a very engineering-centric company, so 50% of headcount is always going to be on engineering.

Another task for 2014 planning: review your messages

Practical Advice on SaaS marketing

Besides working through your budget, marketing programs, headcount, and whatever else you need to have in place when the new year rolls around, I’d suggest you add another item: Review your value proposition and messages. I'll start by apologizing.

When is the Right Time for Your SaaS Startup to Train its Sales People?

Tom Tunguz

At this scale, the economics of sales training are plain to see: less headcount required to attain the same bookings run rate. Sales leaders consistently underinvest in sales team training and development. As SaaS startups scale, sales execution becomes the most tangible metric of a business’ success, and the one by which the business’ health is benchmarked. Not to mention how the head of sales is evaluated. When is the right time to invest in sales training?

How to Calculate Your Customer Renewal Rate


To account for that, you can insert potential and actual dollar values in place of the headcount: Customer Renewal Rate = Actual Renewal Value ÷ Potential Renewal Value X 100. Renewal is about a consistent revenue basis. The rate at which your customers extend their relationship with you determines how fast and how far your enterprise can grow. As such, being able to accurately calculate your renewal rate gives you insight into your customer success team’s performance.

Churn 80

OKRs – objectives and key results

The Angel VC

And in a fast-growing startup which doubles headcount every year and where each individual employee can have a much bigger impact than in a large enterprise, it's even more important that everyone is on the same page.