SaaStr

JANUARY 13, 2023

Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats? If the upsells are super easy, and the reps don’t have to do much, rather than take away the commission … think about increasing the quotas. The post Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats?

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Commission Customers Quota Follow-up 98

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

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Quota Commission Sell Contract 93

Sales Hacker

AUGUST 26, 2021

It started with a simple approach: Here’s your quota? get paid commissions at 8%. Post your quota attainment ? get paid at 12% commissions. Complexity aside, a lot of reps have had at least one experience wherein their overall commissions didn’t match with all related criteria promised as part of the plan.

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Commission Quota Sales Finance 96

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

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Quota Territory Pipeline Sales 116

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. The post Can We Be Helpful And Still Make Our Quotas?

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Quota Commission Pipeline Pitch 105

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

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Quota Growth Territory Commission 52

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? My impression is that he has chosen to paint all commissioned reps with a broad, not so complimentary, brush. I hope that I have misinterpreted his intentions!

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Commission Quota Repeat business Referrals 48

Salesmate

OCTOBER 22, 2021

The key to attracting and retaining top-performing sales reps is sales commission. In addition, a commission is a crucial factor for keeping the salespeople in your organization satisfied. Therefore, if you don’t want to lose your best sales reps, you need a strong sales commission structure. What is sales commission?

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

SaaStr

JANUARY 18, 2021

Q: Should we deduct partner referral fees from our sales people’s commission? If I have to pay a partner say 20% of a deal, and they do a lot of the work — why do I also have to pay my own sales rep a full commission? So yes, at least for a while, with many partners you may in essence need to pay a double commission.

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Commission Closing Referrals Quota 78

Hubspot

APRIL 24, 2019

If your sales organization is struggling to strike a balance between company requirements and the compensation needs of employees, it's likely time to reevaluate your compensation plan and commission structure. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

Commission 90

Commission Territory Real Estate Quota 90

Veloxy

FEBRUARY 1, 2024

This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow. Quota Attainment Quota attainment is the ultimate measure of your sales team’s success. We will examine each of these metrics more closely.

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Product Quota Objectives and Key Results CRM 130

Engage Selling

MARCH 21, 2019

Financial compensation doesn’t have to be the only approach to commission. There’s another, perhaps more valuable approach which can further motivate your sales team to produce results. It’s time. Think about it. How often, in today’s world, do your sellers get real, … Read More »

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Commission Drivers/motivators Sales Clients 86

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

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Commission Quota Negotiate Pitch 125

SaaStr

MAY 23, 2023

Renewals, if they are done by sales, are paid out at about 40% of an initial commission. A complex topic here of when it makes sense to have sales involved in renewals, but helpful to see they get about 40% of the commission of a new deal. #3. 82% of SaaS Startups Use Sales Accelerators, Mainly Based on Exceeding Base Quota.

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Commission Closing SQL Quota 112

A Sales Guy

JULY 10, 2012

I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan it’s never about minimum requirements (quotas), that’s appropriate only if you’re paid a wage, commission sales are limitless/ cont. ” if there is no quota?

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Quota Commission Drivers/motivators Sales 112

A Sales Guy

JULY 16, 2012

Community member Jeff Abbott commented on a recent post about how he’d like to better understand how quotas are set and by whom. The first thing you need to know about quotas is there are a lot of different ways to set them. Let’s start with the rules: Quota MUST align with the business objectives.

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Quota Territory Commission Drivers/motivators 113

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. And how many hit quota? While different data sources report different numbers, the companies themselves in the Keybanc Sapphire data report 80% hitting quota attainment. In any event, that’s good median data. 40% attainment?

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Sell Quota Commission Contract 118

Salesforce

NOVEMBER 28, 2023

Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. It includes their regular salary — typically calculated as annual pay — and other financial incentives, like commissions for sales and bonuses for reaching targets.

Commission 64

Commission Territory Quota Objectives and Key Results 64

SaaStr

JUNE 26, 2019

It’s simplest probably to tie the commission payments to the quotas. If reps have monthly quotas, pay them monthly. If they have quarterly quotas, pay them quarterly. you’ll end up likely with both a fair amount of complexity in sales commissions and likely quarterly quotas. View original question on quora.

Commission 63

Commission Quota Contact Sales 63

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. That means hitting the road, accumulating miles, and chasing greater commissions. Using a Field Sales Route Planner to Crush Quota.

Territory 221

Territory Gambling Commission Quota 221

SaaStr

SEPTEMBER 9, 2022

But the math got tougher as we moved to $400k-$600k quotas, and it got tougher again as OTE expectations went up. SaaS companies and fintechs and pseudo-SaaS companies could end up paying out more than the entire year’s margin in the commission check. Either higher quotas, lower attainment, or for a while, even more venture capital.

Commission 129

Commission Quota Sales Growth 129

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Membrain

MARCH 24, 2021

As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.

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Commission Quota B2B Sales 163

Partners in Excellence

JANUARY 27, 2015

I’ve been at the periphery of a number of discussions about commissions and sales. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up his own executive bonus/incentive compensation plan.).

Commission 95

Commission Customers Drivers/motivators Sales 95

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. And, quotas have gotten increasingly harder to hit. Why Sales Comp Planning is Key to Rep Retention. Compensation design principles.

Commission 87

Commission Product Quota Drivers/motivators 87

SaaStr

JANUARY 5, 2024

With SDRs, especially in the early days, they’re likely fresh out of school or in the early stages of their career, so you can’t point to previous work experience and ask if them they were hitting quota or top of the board. What should quota be? You want to have the right balance. So, how do you determine what to measure?

Quota 106

Quota Commission Networking Drivers/motivators 106

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Commission Territory Government 113

Partners in Excellence

FEBRUARY 22, 2023

” Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following: Hitting quota, making commission. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

Commission 68

Commission Quota Negotiate Pitch 68

Tibor Shanto

JANUARY 25, 2022

There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. Those who have been commissioned on margin, generally become better sellers. The driving question being how do I take a territory from a 20% margin base, to 25%? You should be upgrading your base as often as your phone.

Commission 157

Commission Territory Negotiate Quota 157

The Bridge Group

MARCH 5, 2024

Here's a peek at what you'll find inside: SaaS Account Executive Quotas Median annual ACV quota for a SaaS AE rose to $800K (page 32). Taking a step back, we see that quotas have risen modestly, at just a 2% compound annual growth rate, since 2012. The largest factor in determining quota is ACV (page 33).

Quota 50

Quota Commission B2B Growth 50

SaaStr

AUGUST 10, 2021

Sales reps work on commission, and they are driven almost entirely by what they get the most commission for. If you have 40 hours a week to work, and 50%+ of your comp comes from commission … you’ll put those 40 into what you perceive to make you the most money. If for no other reason — Incentive Alignment. It’s just natural.

Commission 107

Commission Product Quota Sales 107

Cerebral Selling

JUNE 28, 2022

All too often, when our quotas and commissions are on the line near the final buzzer, we psych ourselves out and think that everything a customer asks for in the heat of a negotiation is critical. The reality is, it won’t be!

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Negotiate Commission Quota Price 223

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Much of the way sales quotas and goals are set is wrong. But is the answer throwing these out?

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Quota Manufacturing Assembly Line Sales 54

Sales Hacker

OCTOBER 19, 2022

Related: 8 Things to Review Before Accepting a Sales Commission Plan. He experienced this firsthand last year at his previous company when an employee satisfaction survey revealed that compensation and commissions marked the top area of disdain amongst reps. There’s also confusion around who should own compensation. “In

Commission 95

Commission Finance Quota Strategize 95

Partners in Excellence

JULY 31, 2016

I recently read this in an article from a sales compensation expert, “In high performing sales organizations 50-70% of sales people achieve quota. If your team is significantly above this, it’s possible your quotas are too easy. As sales leaders, we know it is very unlikely that 100% of our people will make quota.

Quota 49

Quota Commission Sales Up-sell 49

Veloxy

MAY 25, 2021

Inside and outside sales reps are not only paid on commission, hefty bonuses and kickbacks also motivate them to work even harder. When it comes to activity based rewards, your reps would definitely love to unwind after pushing hard to hit their quotas. I mean, c’mon, you’ve seen all the movies right? 7: Motivate with Office Upgrades.

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Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Sales Hacker

JULY 14, 2023

Share The GTM Newsletter “I’m an early stage founder looking for resources / templates / examples of SDR and AE enterprise commission and bonus structures that have successfully worked. 5x+ quota to OTE (for cost to book). If someone goes 4x+ their quota, they should (IMO) earn 1M+. 60k base, 30k uncapped commission. “We

GTM 52

GTM Commission Quota Growth 52