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. Marketing bookings are often the most difficult to scale with headcount, as “low-hanging fruit” may already be captured by current marketing efforts, and additional paid digital advertising, content marketing, etc.

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. In the first six months of the year, our team’s headcount grew by almost 60%, yet our revenue outpaced that, growing by 142%. The post 5 Ways to Keep Your Sales Machine Efficient While Scaling Headcount appeared first on Sales Hacker.


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

Tomasz 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.

How to Benchmark Your OpEx Profile

The SaaS CFO

Operating Expenses Headcount OpExWhen I review a SaaS P&L for the first time, I take a high-level approach to understand the financial health of the business. I break the P&L into two sections, the “top half” and the “bottom half.”

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. Especially allocated headcount. Even if your “headcount” is fixed, capped and frozen. There are probably a multitude of reasons.

Sales Ops Teams Secrets To Closing Deals Faster ??

Sales Hacker

Learn how tech-savvy Sales Ops teams like Atlassian’s are using a combination of cutting edge tools to automate tedious tasks, escalate requests, justify headcount, and close deals faster. The post Sales Ops Teams Secrets To Closing Deals Faster ?? appeared first on Sales Hacker. Account Executives Community Events

The Secret to Recruiting Quickly and Retaining Your People

Tomasz Tunguz

Post-PMF, the organization must evolve: it has to grow headcount and then manage that headcount well. It’s easy to miss that detail when building a headcount plan. There’s a simple secret to hiring quickly and building a strong team. Invest in great managers early.

How Many Sales Reps Do I Need To Hit The Plan Next Year? Hint: ~2x What You Think


But in theory, higher quotas should “pay” for specialization so in theory, this won’t impact headcount too much. But in practice it often adds 20% or so to the headcount in the model.

25 Proven Ideas to Lower Churn from Brex, Sendbird, ServiceNow, and More


“Adding headcount in customer success dept” — Hoala Greevy, CEO, PauBox. You can’t cut corners in headcount in success with automation. You just make the headcount more effective.

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Dear SaaStr: How Many Sales Reps Do I Need?


But in theory, higher quotas should “pay” for specialization so in theory, this won’t impact headcount too much. You can back into it. First, figure out how much revenue you need to close in the next twelve month s. Because that’s more than now.

Sales 239

[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. Superlógica was started back in 2001 as an ERP software for condominiums. André Baldini started out as VP of Sales In 2017 he was promoted to CEO.

The Startup Sectors Most Impacted by the Coronavirus

Tomasz Tunguz

But starting that week, startups began reducing headcount by about 700 per day. ClassPass, one of the fitness startups to reduce headcount, reported a 95% drop in sales in 10 days. Which startup sectors are most affected by coronavirus?

Bryan Elsesser, VP of Sales at SaaStr: Top Dos and Don’ts to Have an Effective Start


But it hindered our support and growth by being behind on headcount. “I In the run-up to the 2021 SaaStr Annual , SaaStr’s very own Poya Osgouei sits down with Bryan Elsesser, VP of Sales at SaaStr.

Transforming Traditional Revenue Operations to Drive Growth


They’re experiencing billing disputes and mushrooming headcount in sales operations, and a growing reliance upon manual work arounds in Excel® or email. By: Peter Getchell, EVP, ERP Practice, Navint We talk with many CFOs, CROs, and CEOs who are frustrated by the internal friction their teams experience in day-to-day business operations. In many cases these symptoms perplexingly persist even after. Source. Insight

Layoffs Are Less Common Today After Acquisitions. But Here’s When They Happen.


Even if the decision is made to invest more, future headcount is often sourced from internal team members and processes. Q: After an acquisition, how long before severance packages are offered due to layoffs/downsizing? Layoffs and downsizing are less common in most tech acquisitions today.

Eventually. Everyone Has a Sales Team


Hence, Twilio has a very high level of sales efficiency (and relatively small headcount). The lure of freemium (like The Force) is strong. No headaches. Customers try and buy all on their own. Like magic. No salespeople. Well, that can work. For a while.

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


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?

Customer Success Is A Single Digit Hire


They wait for two reasons: first, it’s another headcount, which costs money, which can seem expensive when you have say just $5k-$10k a month in MRR and 6 months of runway left before you’re out of cash.

Behind the Round with SaaStr: Raises $45 Million


Last year, the company doubled its headcount, tripled revenue and landed on G2’s Top 100 Global Software list. . Tom Taulli. Behind the Round with SaaStr: Raises $45 Million. This week Chorus announced its Series C round for $45 million, which was led by Georgian Partners.

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Moving Towards Zero Touch IT With BetterCloud and Zoho Desk


As an organization grows its headcount, the time IT spends on these tasks increases exponentially. Onboarding is a time-consuming process that is rife with potential pitfalls for IT.

If You Want to Hit The ’22 Plan, You’d Better Be Making the Hires Now


With precise headcount and budget needs. If you want to hit the plan for Q1'22, You need to be hiring all the sales reps you'll need then … Now. — Jason BeKind Lemkin (@jasonlk) September 15, 2021. Recurring revenue certainly has pros and cons.

How to Succeed as a First-Time VP of Sales. Or Just a First-Time VP in General.


Hoping headcount (alone) will drive revenue. At some point, every SaaS company gets big enough where headcount does drive revenue. We’ve talked a lot on SaaStr about how to hire a Great VP of Sales.

Sales 275

Top 10 Learnings from the Redpoint 2020 GTM Survey

Tomasz Tunguz

Marketing teams spend 5-10% of ARR on programs (non-headcount expenses), and this is pretty consistent across ARR. Engineering:Account Executive headcount ratios scale from about 3:1 down to 1:1 as a company scales revenue.

Product Tip Tuesday: Custom Triggers


For IT leaders, automation is the key to scaling productivity and efficiency without requiring additional headcount. Okay, okay. Today’s post is more like… Product Tip Tuesday on a Thursday. We’re shaking things up a bit this week, we know.

Customer Success Capacity Planning and Budget Guide


As a Customer Success leader, do you get anxious at the thought of asking your CFO or CEO for additional headcount? Using these models, you too can learn how to go toe-to-toe with your Finance team by presenting trade-offs to get the headcount you need. Headcount Budget.

10 Learnings from Anjali Sud, CEO of Vimeo on How to Do Self-Service and Enterprise Right


Vimeo just hired their first sales rep 3 years ago to spearhead $20k+ deals … and now they have 100 reps, and are on track to double that headcount. We recently had a chance to catch up with Anjali Sud, CEO of Vimeo.

Your Customer Success Team. Hire Early. And No Squishy Goals — It’s All About the Numbers.


At $2m in ARR, budget $200k in headcount for the CSM positions + support. Is your CS team growing as fast as your sales team? If not, are you sure your have this right? — Jason BeKind Lemkin (@jasonlk) November 29, 2021.

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


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 Easiest Ways to Get From $1M ARR to $10M ARR


Your sales headcount. Ok you’ve finally crossed $1m, $2m, $4m ARR. Now — you just want to get there faster. And that’s where you’ll make a lot of mistakes. The most important thing is not to chase the shiny penny, assuming you are growing at least 60% Year-over-Year.

Benchmarking and Budgeting Go Hand in Hand


Take this example of working with Sales on how many account executives to add in the upcoming year: “Our current sales headcount is 30% higher than the sales headcount benchmark for SaaS companies our size and growth rate, and our ARR per sales rep is 30% lower than the benchmark.

Are You Getting More Competitive, Or Less Competitive? Hitting the Plan Might Not Be Enough


If nothing else, you can pretty reliability track headcount growth on LinkedIn). There’s a metric the very top founders track quitely, but ruthlessly, that I find other founders either don’t track, or sort of hide from. That’s % of marketshare.

Your Customer Success Team. Hire Early. And No Squishy Goals — It’s All About the Numbers.


At $2m in ARR, budget $200k in headcount for the CSM positions + support. Is your CS team growing as fast as your sales team? If not, are you sure your have this right? — Jason BeKind Lemkin (@jasonlk) November 29, 2021.

What is the Structure of the Typical SaaS Company as it Scales?

Tomasz Tunguz

We can derive the table above if we look over the entire respondent base and bucket headcount by ARR. This post is part of a series leading up to SaaS Office GTM Edition on June 24 in which we’re reviewing the results of the 2020 Redpoint GTM survey.

Moving Towards Zero Touch IT with BetterCloud and Zendesk


As frustrating as this is for end-users, it’s even more challenging for IT teams, many of which have been asked to do more with smaller budgets and decreased headcounts.

Q2 compared to Q1:  What are the trends for SaaS?


Employee productivity is up for the moment, as companies reduced headcount. We are currently conducting a 2020 Flash for the SaaS benchmarking community, looking at 2020 end of year forecasts for revenue, ARR, growth rates, and departmental expenses and headcount.

What is Customer Lifetime Value and How to Calculate It


Customer Lifetime Value (CLTV) , also known as, Lifetime Value (LTV), is the gross profit a customer delivers to your business in their lifetime. It is the amount of revenue your business will make from a customer over their average lifetime as a customer.

At About $2m in ARR, Every Great Hire Will Be Accretive.


No headcount limits. Who should you hire, with limited budget? A VP of Sales? A Director of Demand Gen? Or A Head of Product? The answer is Yes. A truly great hire is >always< accretive. At least within just a few months. Hire anyone truly great you can find. Find a way.

Why Self-Service and Product-Led Growth Won’t Replace Sales [Opinion]

Sales Hacker

Sales still makes up 25% of their headcount on average. Sales and business development headcount increased by 45% year-on-year versus just 33% in non-sales roles (the full data is available here ).

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. Costs" tab In order to adjust headcount planning in the G&A, R&D and marketing departments, change the assumptions for start date, base salary and bonus in the grey "Assumptions" area.

SaaS 178

Alignment: Your VP Sales and VP Marketing Should Be Your Mom and Dad of Revenue


They all either have in their back pocket, and/or are constantly on the prowl for, the next 2-3 great reps because sales is a lead-driven but headcount-closed business. Few things are more 1 + 1 = 3 that when a VPS and a VPM are truly a great team.