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.

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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?

SaaStr

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

SaaStock

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.

What are some of the most overlooked details or challenges when integrating two companies post-acquisition?

SaaStr

Because headcount is often fixed in BigCos. Because overall headcount might be fixed at say 15,000. Q: What are some of the most overlooked details or challenges when integrating two companies post-acquisition?

1 Key SaaS Sales Metric to Fine-Tune Sales Productivity

InsightSquared

At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC). Sales is the Growth Engine. Sales is the engine driving SaaS company value.

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

InsightSquared

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 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

SaaStr

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.

8 Finance Mistakes Growing SaaS Businesses Make and How to Fix Them

SaaSX

This INCLUDES headcount-related expenses. If you are utilizing Gusto or a similar payroll tool, your headcount expenses are likely coming into your P&L as one (or maybe two) line item(s).

The Competition You Always Have: Headspace and Budget

SaaStr

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.

SaaStr

But specializing across the sales process will take more headcount.

Sales 270

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

Hitenism

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

InsightSquared

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.

Sales 230

SaaS Company Benchmarking: Leveraging Metrics for Performance Insights

OPEXEngine

Benchmarking also provides useful data on spending levels across the major expense categories, i.e., COR, R&D, S&M, and G&A, and well as specific data on headcount for each team within these categories. For example, you can access Sales headcount data for Account Executives, Sales Development Reps/Business Development Reps and Renewal Reps along with compensation data.

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.

How to Make the Case for Product Ops at Your Organization

SaaStr

For a cross-functional role like product ops, it’s not only about convincing leadership for headcount and resources. By Sara Estes, Pendo.io 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 Named Customer Success Leader in G2 Winter 2020 Report

ChurnZero

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 For Third Season.

Your Product Sells Itself. Now Hire Sales.

OpenView Labs

Sales now accounts for about 7% of the company’s headcount–a similar share of their workforce as marketing or product management. Among the PLG businesses that have gone public since 2017, sales headcount grew by an average of 45% year-on-year compared to a 33% increase in non-sales headcount.

Top 5 Must Have FinTech Solutions in 2020

SaaSOptics

There are a ton of FinTech or RevOps products on the market and you can’t use them all but if your business is growing and you need to keep up without adding a ton of headcount, these are definitely solutions you want to invest in for 2020.

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.

Mental Models to Help You Grow

Sales Enablement, SaaS and Growth

The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. One of the biggest challenges businesses face when they grow is scaling effective , autonomous and quick decision-making. What worked with 30 employees will start creaking at 300, and break well before you hit the 3,000-mark. Good decision-making is extremely important.

CS Platform Increases Team Efficiencies and Optimizes Trial-to-Paid User Conversions – A Success Story

ChurnZero

It has allowed the team to scale to 500+ accounts without the need for additional headcount. . CS Platform Increases Team Efficiencies and Optimizes Trial-to-Paid User Conversions – A Success Story. RFP360 was founded to help customers develop strategic RFP processes that deliver results.

ChurnZero Leads G2’s Momentum Report for Customer Success Software

ChurnZero

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.

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.

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

OPEXEngine

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.

Leadership, Hope, and Minimalism In The Age of Coronavirus & Trump

Outseta

Celebrating gigantic funding rounds and growing employee headcount is just so backwards—if you can do more with less, shouldn’t that be celebrated? Warning: This post has nothing to do with politics or how to respond to a pandemic. By Geoff Roberts These past few weeks have been… strange.

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 placeit.net :) ) In case you haven't started to think about your plan for 2017 yet, now's the time.

ChurnZero Leads Momentum Grid on G2 Crowd For Second Season

ChurnZero

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.

Top Customer Success Takeaways from Pulse Europe 2018

ChurnZero

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.

How I Got 375k Job Posting Views & 150 Candidate Applications in 3 Days (Part 1 of 3)

Sales Hacker

This was needed anyway as we had grown in headcount and mission quite a bit since the beginning. Hiring has changed, big time. Old school recruiting is out, social recruiting is in. I think this is the first time I’ve actually realized just how true that is.

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

ChurnZero

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 .

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.

The Top 7 Customer Success Trends for 2020

Totango

The days of an expanding customer base being met with a move to a bigger office and a greater employee headcount are over.