SaaStr

JULY 21, 2021

Should CS own expansion — i.e., be account managers too? But it’s definitely a stressor, and a good one, when commissions are tied to NRR. Again, NRR (over NPS, CSAT, logo retention) seems to be the core North Star metric for CS today, irrespective of the amount of variable comp. I love this. NRR is even better.

Customers 143

Customers Commission Account management Start-ups 143

Salesforce

NOVEMBER 29, 2023

Affiliates are websites that get paid a commission to send customers to a merchant’s website. Brokers or agents arrange transactions in exchange for a commission. They may have customers who prefer buying through a channel (for example, a third-party retail store), while other customers might prefer buying from the manufacturer.

Manufacturing 111

Manufacturing Retail Territory Sales 111

Hubspot

OCTOBER 16, 2017

Commission only. Base plus commission. Absolute commission plan. Relative commission plan. Straight line commission plan. When to pay commission. For instance, if you want your reps to prioritize renewals over new business, give them a bigger commission for the former. Acquire “seed” accounts.

Commission 92

Commission Quota X-functional Non-Profits 92

Gong.io

JULY 11, 2022

AEs (Account Executives). AMs (Account Managers). CSMs (Customer Success Managers). Sales Manager, Leader, or VP. Account Managers and Customer Success Managers are responsible for managing existing customers (meaning once an AE closes a deal, buyers become the responsibility of AMs and CSMs).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Smarter With Gartner

AUGUST 24, 2021

CSOs must also clarify the roles and activities of business development reps (BDRs), account managers and customer success managers. These roles cover a buyer’s life cycle from a prospect to a managed account and serviced customer — a life cycle that the business-model transition will surely disrupt.

Contract 59

Contract Commission B2B Account management 59

SaaStr

MARCH 8, 2023

It wasn’t until 12 years in that they hired their first commission rep. Out of the 250k paying customers, only five or six thousand connect with an account manager, and even then, it’s purely an expansion conversation. Now they have sales reps, but still consider themselves PLG. Here’s why. Directly off the website.

Product 88

Product GTM Commission Growth 88

Sales Hacker

APRIL 11, 2019

This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively. If you do end up with a successful altruistic sales rep, they’re probably in account management and not a true sales role.

Extrinsic 86

Extrinsic Drivers/motivators Intrinsic Commission 86

Lead Fuze

DECEMBER 31, 2021

This resulted in a waterfall-like model that would ramp up over time as they sold more and earned higher commissions. A company needs to constantly update their customers and provide them with the right service in order for salespeople to keep earning commissions. I added more salespeople, simply because the quota had increased.

Territory 52

Territory Assembly Line Commission Objectives and Key Results 52

Sales Hacker

OCTOBER 10, 2019

Now you need to merge their Salesforce account with yours in some meaningful way, and theirs was set up with custom objects to represent their particular products and services, and they export this data in a spreadsheet for finance to assign commissions and invoices. Order > Commissions. Order > Commissions.

Government 58

Government Process Objectives and Key Results Commission 58

Partners in Excellence

FEBRUARY 23, 2022

They get a margin or commission for the sale or that product. The dominant model has been a “sell through model.” ” That is the partner takes our products to the end customer, selling the products to the customer.

Strategic partnership 105

Strategic partnership Sales Strategize Commission 105

Sales Hacker

MARCH 12, 2020

Too often, leaders think it’s a good idea to reassign top salespeople to be account managers. The traditional “hunter” model involves a fixed base rate, a commission based on actual sales, and a bonus based on exceeding quotas. That’s like telling an award-winning hunter that he should tend a cornfield for the rest of his life.

Territory 76

Territory Quota Referrals Commission 76

Hubspot

SEPTEMBER 13, 2016

Agencies need to seek candidates with a base of analytics knowledge -- especially in the account management department. Candidates with a background in analytics are perfect for account management roles, since they can easily translate a client’s business needs into behavioral data questions.

Commission 73

Commission Account management Clients Campaign 73

SaaStr

MAY 25, 2020

” — Claire Gunter, Sr Partner Account Manager, Algolia. I’ve had so many hungry salespeople sign anyone up in order to get commission but those customers later churned. Have clear rules supported by strong operations so that they can focus on product knowledge and how it solves their prospects’ problems.

Closing 136

Closing Process Contract Price 136

Partners in Excellence

MAY 9, 2017

We become intolerant of charlatans, manipulators, those who care more about their success/commissions. That which we call a rose…By any other name, would smell as sweet” Which brings me to the discussion I hear too often, “What if we called sales people something other than a sales person?”

Commission 52

Commission Territory Sales Relationship Management 52

Sales Hacker

JULY 19, 2022

Her extensive and diverse experience in sales ranges from Silicon Valley startups to a portfolio of Fortune 500 accounts. Before joining Boardable, North worked in various sales roles, gaining recognition for her success as a national account manager in Indeed. She grew her territory by over 700% in less than three years.

Sales 84

Sales Consult Drivers/motivators Commission 84

Veloxy

FEBRUARY 22, 2023

Account management : After closing deals, reps may manage ongoing customer relationships, ensuring client satisfaction and identifying opportunities for additional sales. Additionally, many field sales representatives receive performance-based bonuses or commissions, which can significantly increase their total compensation.

Represent 130

Represent Objectives and Key Results Sales Inside sales 130

Partners in Excellence

APRIL 25, 2017

” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.” What are the expectations in prospecting, in deal management, pipeline management, value creation, account management, time/territory management?

Commission 53

Commission Territory Referrals Process 53

A Sales Guy

MAY 10, 2016

Are you comfortable with the commission structure? Does it support making your number? Are you struggling with implementing a social media strategy? Are you struggling with some of the team members? Is your content marketing strategy delivering qualified leads? Are you sure your current team structure is what you need to crush it?

Commission 64

Commission Sports Pipeline Sales 64

SBI

OCTOBER 23, 2017

Altify @altifyinc Altify is the digital sales transformation software company, helping sales teams win the deals that matter and increase wallet share with a suite of software products that improve opportunity and account management. CallidusCloud @Calliduscloud Their goal is simple—to help you make more money.

Commission 56

Commission Contract Sales Networking 56

SBI

FEBRUARY 20, 2018

Fourth, this digital automation improves account management and customer satisfaction. The Total Economic Impact of Adobe Sign, a commissioned study conducted by Forrester Consulting on behalf of Adobe, 2017. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step.

Contract 55

Contract Gaming Commission Legal 55

Hubspot

MARCH 6, 2018

Once a deal closes, the salesperson will recieve commission on price they negotiated with their client, and the account usually passes to an account manager or customer success representative. It should result in a mutually beneficial contractual agreement between the prospect and the seller.

Process 101

Process Objectives and Key Results Sales Negotiate 101

Sales Hacker

SEPTEMBER 16, 2019

Account management. Account sales. Some make as much as 80k; however, much of their income comes from commissions and bonuses. They also typically make far less from commissions and bonuses. They need to be completely flexible, willing to travel and meet a potential customer at a moments notice.

Outside Sales 82

Outside Sales Inside sales Profit margin Sales 82

Hubspot

MAY 4, 2017

As does Becky Merchant, an account manager at the Stand Agency in London. If you’re commissioning a survey through a third party, ensure they adhere to the market research societies code of conduct , these are based upon the ESOMAR principles. However, I believe it’s an area worth indulging in.

Quota 74

Quota Pitch Commission Manufacturing 74

Lead Fuze

JANUARY 1, 2022

When employers hire salespeople, they want someone who has already had experience in customer service or account management. When I first began hiring salespeople, I just assumed pay along with commissions and bonuses would be enough. 1) 1-3 years of experience. 2) Technical skills. When it comes to hiring, context is important.

Customers 52

Customers Represent Service Follow-up 52

SaaStr

JULY 22, 2020

Commission that is a Relatively Low % of the Dea l. Almost Complete Hand-off of Customers to “Others”, Customer Success, Account Manager, etc. E.g., no commission at all each month/quarter until you clear a hurdle. But then, Pay 2x as Much in Commission. So instead of a 10-11% commission, I paid ~25%.

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

FEBRUARY 7, 2018

Sales compensation ranges from zero-commission (retail salespeople, for example) to pure commission (your salary is completely determined by performance.) For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management.

Territory 94

Territory Commission Outside Sales Account management 94

Sales Hacker

NOVEMBER 24, 2020

Categories like sales development, inside sales, account management, and now, field sales, actually falls under that umbrella. Do you think that we need fewer or more SDRs, fewer or more account executives, fewer or more account managers? We’ve worked with over 400 different tech companies.

Sell 81

Sell Territory Quota Up-sell 81

Openview

APRIL 3, 2018

The most recent revision of the comp plan was pushing a particular product – if you sold module X, your commission for the entire deal would be 20% higher. Instead, he attached that item to every single order for the 3 months the SPIFF ran, discounted it 100% and took an extra 20% commission on the other items. and exceptions.

Commission 72

Commission Account management Quota Sales 72

Lead Fuze

DECEMBER 2, 2021

When I first began hiring sales people, I just assumed that pay along with commissions and bonuses would be enough motivation for them. With my first staff members, though, I made the mistake of constantly testing out different salary structures as well as commission plans in order to see which one was more motivating than others.

Process 52

Process Commission Drivers/motivators Sales 52

Veloxy

AUGUST 4, 2022

These are the most popular dialers for inside sales and account management teams. Quick dialers are the most popular with inside sales teams that work on a commission structure, and outside sales teams that need to perform call blitzes on an ad hoc basis. Quick Dialer. 5 Salesforce Dialer Features to Consider.

Outside Sales 173

Outside Sales Inside sales Quota Commission 173

Veloxy

FEBRUARY 15, 2022

Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. With field sales experience, you can expect to make anywhere between $50,000 to $90,000 (commissions not included). But what does tomorrow hold for field sales? Cyber Security.

Territory 244

Territory Inside sales Outside Sales Pharmaceutical 244

SaaStr

JULY 24, 2019

We’ve added a technical account manager function. The TAM sits alongside the CSM, and they work with, in a dedicated fashion, with our strategic accounts on any sort of technical projects. They’re commission-based, they work alongside the AEs. What does that mean?

X-functional 57

X-functional Engineering Clients Start-ups 57

Sales Hacker

MAY 8, 2020

In it, Strategic Account Manager and top 1% performer at Oracle, Jamal Reimer, shows you how to think big and close on mega deals. The first was as a Strategic Account Manager where I had a handful of named accounts. My commissions also grew. What You’ll Learn. I did that within two different roles.

Consult 61

Consult Contract Closing Up-sell 61

SaaStr

APRIL 16, 2023

” What we have, we call them account managers, and there’s no outbound. It’s almost like midwifing the sale, as opposed to being a salesperson, so we can… Jason : No one’s on commission today. Stewart : I believe we can have no commissions forever. We have account management.”

Start-ups 137

Start-ups Real Estate Product Networking 137

Sales Hacker

FEBRUARY 14, 2022

Retained CSMs for Enterprise, allowing them to have more strategic conversations about account management, while still giving them access to day-to-day support. Pivoted away from having CSMs for SMB, replacing it with a support team to close tickets faster. So how did the team react to the changes? Assumptions vs. reality .

Legal 84

Legal Cold Call Contract Inside sales 84

Engage Selling

FEBRUARY 25, 2017

This is the fourth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog. You can check it out there along with content from other great authors… So far in this … Read More »

Sales 48

Sales Objection handling Commission Presentation 48

Partners in Excellence

DECEMBER 9, 2018

Or the one I hear too often, “My job is to focus on deals, I don’t have time for all this account/territory planning or pipeline/forecasting stuff… ” Or, I don’t have time to plan my deals or my calls, I’m experienced, I can just shoot from the lip.

Territory 83

Territory Pipeline Commission Sales 83