Spiro Technologies

OCTOBER 7, 2021

Percentages are important in sales, not the least bit because commission checks tend to be calculated as a percentage of our monthly quotas. But there is one percentage that’s probably more important to salespeople than the others: their closing percentage. Define (then refine) your value proposition . Ask for referrals .

Closing 111

Closing Referrals Commission Contract 111

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. “Simplicity. .

Closing 136

Closing Process Contract Price 136

SaaStr

MARCH 23, 2025

When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. It’s a commission-driven role. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 90

GTM Territory Pipeline Growth 90

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. These compensation plans combine base salary with variable pay (commissions, bonuses, etc.) OTE helps set clear expectations for performance and pay.

Commission 52

Commission Quota Represent Sales 52

Openview

MAY 30, 2018

Commission or bonus-focused compensation plans provide tremendous upside for growth and allow CEOs to truly leverage their people — all while those people are given ample opportunity to make significantly more money than if their income was largely dictated by a fixed salary figure. Commission Capping and Payout Frequency.

Objectives and Key Results 162

Objectives and Key Results Commission Appointment Lead generation 162

SaaStr

SEPTEMBER 5, 2024

There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month. The second is to pay annualized commissions, with an allowance for churn.

Commission 114

Commission Customers GTM Contract 114

SaaStr

APRIL 28, 2025

AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process. The SaaStr AI is already one release away from being able to automatically send contracts for simple sponsorship deals rather than just connecting prospects with sales reps.

Negotiate 95

Negotiate Contract E-commerce Price 95

Jeff Shore

NOVEMBER 6, 2018

Let’s face it, there’s a lot of bad sales training out there as it relates to closing skills. Below are the top ten closing myths (or flawed mindsets as it relates to closing a buyer) that negatively effect sale people’s performance and the realities we should embrace in their place. Reality : Closing is about problem solving.

Closing 99

Closing Commission Technique Contract 99

Hubspot

AUGUST 27, 2024

Companies should closely monitor their pricing to ensure it doesn’t violate antitrust laws, as the US Department of Justice, the Federal Trade Commission and other regulators are developing and implementing tools to detect anti-competitive behaviors.

Price 72

Price Profit margin Contract Retail 72

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. This will give you the annual contract value. On top of their base salaries, enterprise sales reps also have the potential to earn commissions and cash bonuses based on their performance. Value theory.

Niche 111

Niche Closing Process Government 111

Veloxy

DECEMBER 28, 2023

Johnson & Johnson and Cisco Systems are examples of companies that offer competitive outside sales positions, where outside sales salary varies depending on factors such as experience, industry, and commission structure. The inside sales team plays a crucial role in this dynamic environment.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

MARCH 27, 2023

When they have to give back some of their commission if a customer cancels early. Tracking-to-Cash , i.e. paying commissions once cash is received, not just once the deal is signed; and A Low Base Salary, No Matter How Much They Make. They don’t want any risk they have to give back part of a commission. Usually at least.

Commission 114

Commission Contract Cross-sell Sales 114

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. Enterprise reps tend to close more ($1m+), and SMB reps less (maybe $500k), with $750k net new bookings per year the median.

Sell 132

Sell Quota Commission Contract 132

A Sales Guy

MAY 10, 2013

I billed them for performance commissions I had earned per the contract. The problem was, in spite having met the commission terms of our contract, we were no where close to where we wanted to be from a sales perspective. I went into robot mode, commission trigger pulled. What did I do? I don’t know.

Commission 113

Commission Contract Clients Service 113

SaaStr

APRIL 15, 2025

Dear SaaStr: In Consumption-Based Models, Should We Pay Out on Deals Closed or Usage? Almost everyone in a consumption based model today pays some on close, but most on usage. Typically, they pay 40%-50% of the annualized commission upfront at contract execution, and the rest is paid out based on actual usage throughout the year.

Closing 56

Closing GTM Commission Contract 56

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. Commission only.

Commission 101

Commission Quota X-functional Non-Profits 101

Sales Hacker

MAY 9, 2019

Decide Base Pay vs. Variable Pay (Commissions). Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. This is how the comp plan should look for those in closing roles. Before you can decide base pay or commissions, you need to start by deciding On Target Earnings or OTE. Establish Role Levels.

SQL 110

SQL Commission Customers Non-Profits 110

SaaStr

JANUARY 5, 2023

The rep closed his second multi-million dollar, multi-year deal — of the year. You can back into the math: Assume a 10% commission rate, maybe 15%. That means, to make $1m, an AE would have to close $7m-$10m in net new business in a single year. So closing $5m in TCV is hard, really hard. That’s a lot!

Commission 106

Commission Contract Closing Sales 106

SaaStr

JULY 22, 2020

Commission that is a Relatively Low % of the Dea l. And, seriously, why would you even follow-up with a smaller potential lead unless you were 90%+ sure it would close in 1-2 calls? reps have to close 4x-5x their On Target Earnings). E.g., no commission at all each month/quarter until you clear a hurdle. A full demo?

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

DECEMBER 12, 2017

From commission to sales cycles, models, and metrics, you’ll learn the different ways of selling this unique software and what you can expect from the job. SaaS Sales Commission. Service and attention are key to getting the prospect to close, because SaaS reps are usually selling at a higher price. 4) SaaS Sales Commission.

Commission 101

Commission Contract Sales Price 101

SaaStr

JUNE 22, 2021

Q: What is the better SaaS sales compensation plan: paying reps the 12 months up front for the contract value or paying them pro-rated 12 monthly payments? It just takes too long to build up a decent commission check. And then, incent them with a higher commission for annual prepayments over monthly. But it’s not worth it.

Commission 96

Commission Contract Sales Closing 96

SaaStr

JUNE 12, 2022

If you’re a SaaS sales rep with a $500k annual quota, doing $5k ACV deals … you have to close 100 deals a year. And that was customer success managers who were really just farmers — compensated 100% or close to it for Upsells, not Retention. And you know what those guys close? ” Sigh. And 2,000+ calls.

Commission 114

Commission Customers Contract Quota 114

SaaStr

JULY 23, 2020

Q: What is a good model for SaaS product sales commission? At the end of the day, most SaaS companies pay their reps from 20%-25% of what they close in total comp — base + bonus. So the commission might be say $600 until they’ve close enough revenue to cover their base. Often at roughly at 50/50 ratio.

Commission 90

Commission Product Inside sales Contract 90

SaaStr

AUGUST 12, 2020

Q: What are the typical discounts SaaS companies offer for a multi-year contract paid upfront for a 2, 3 & 5 year contract? If it’s close to zero by logo, and negative based on cohort revenue (i.e. you have net negative churn), multi-year contracts are worth less. Five is a stretch.). Can you lock out competitors?

Commission 84

Commission Contract Closing Customers 84

Sales Hacker

APRIL 19, 2022

Commission plans should be so simple that someone could explain it to you in about 15 seconds,” said Bruno. Measures include multi-year contracts, implementation fees, different products, demo appointments set, quarterly quotas, number of sales accepted opportunities, services, etc.). Compensation design principles. Simple is better.

Commission 98

Commission Product Quota Drivers/motivators 98

SaaStr

MARCH 8, 2021

Q: What is a good model for SaaS product sales commission? At the end of the day, most SaaS companies pay their reps all-in (base + bonus) from 20%-25% of what they close in total comp — base + bonus. So the commission might be say $600 until they’ve closed enough revenue to cover their base. But try not to do this.

Commission 87

Commission Inside sales Sales Contract 87

SaaStr

SEPTEMBER 4, 2023

They don’t just close 2x the average, sometimes they even close 5x-9x the average rep. Why a Great Rep Can Close 9x More Than a Poor Rep, and Even 2.5x Founders often don’t want to close deals they can’t deliver on, and support and success never do. These are tough — promises in email outside of the formal contract.

Commission 107

Commission Contract Sales CRM 107

SaaStr

SEPTEMBER 15, 2019

Folks that sign contracts and don’t pay!! They signed a contract after all! Let’s talk here about the seemingly most frustrating scenario, the last one — the customer that signs a contract that then doesn’t pay. “They signed the contract!!” They wanted to solve their problem.

Contract 106

Contract Customers Legal Commission 106

SBI

FEBRUARY 20, 2018

For example, our research shows that using Adobe Sign results in contracts being signed 21x faster than using paper-based signatures. Adobe Sign speeds quote to close, making it hours instead of days or weeks. Second, once contracts are in play, salespeople can monitor their status and stay on top of every step.

Contract 55

Contract Gaming Commission Sales 55

SaaStr

MAY 27, 2021

For larger customers, make annual contracts the default, once you’ve gotten a few under your belt. And incent your sales reps to close annual deals, with either a larger commission, or a smaller one for non-annual deals, and/or clawbacks on any deals that don’t last a year. Better to just close them.

Contract 95

Contract Customers Commission Price 95

Anthony Cole Training

JULY 29, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). We have the nature of selling: the rejection, the using of our intellectual property, the pressure of commission sales and the ongoing competition, not just from the outside, but also the person in the next office. Comments have been closed for this article.

Sell 154

Sell Objectives and Key Results Drivers/motivators Represent 154

SaaStr

JUNE 17, 2022

When our early-ish burn rate was ~$60k a month, we closed one whale that prepaid us $360k. Pay Sales Bonuses When Cash is Received, Not Upon Signed Contract. Which will lead to more cash, more quickly, without spending on commissions before cash comes in. But … getting a few whales early can really help with cash flow.

Commission 120

Commission Finance Contract Engineering 120

SaaStr

DECEMBER 4, 2023

They wanted to quantify this trend of a longer sales cycle, so they commissioned a study of 500 revenue leaders in the U.S. Sales has gotten harder, and those cycles take almost one more month to close than before. Offering flexible payment terms increases the likelihood of closing the deal. to find out what was going on.

Contract 110

Contract Price Healthcare Commission 110

Hubspot

MARCH 27, 2019

For example, if JVN Skates sets a company-wide goal to increase revenue by 25% in 2019, the sales leadership would identify how many sales they need to close in 2019 to meet that revenue goal. Then, they would calculate how many deals their salespeople need to close per quarter to contribute to that goal. 4500/month). Activity Quota.

Quota 100

Quota Territory Commission Sales 100

Hubspot

JANUARY 9, 2019

Coordinating the sale and closing process. For example, listing contracts written are for X% with X% offered to the cooperating agent. They’re responsible for finding potential property, organizing showings and walkthroughs, negotiating on behalf of their clients, and assisting during the purchase and closing process.

Real Estate 101

Real Estate Negotiate Contract Commission 101

SaaStr

SEPTEMBER 14, 2021

Every customer you close, the next day, is at some risk of churn. An annual contract customer can sort of cancel anytime, but that churn probably won’t show up for the better part of a year, even 2 or 3 (more on why Year 3 is the biggest risk for bigger customers here ). The big deal there is likely yet to be closed.

Customers 22

Customers Commission Contract Closing 22

SaaStr

FEBRUARY 24, 2019

He or she probably got paid her full commission. So even if you can misrepresent your capabilities to close a large customer, it’s not worth it in the end. Do let them commit to releases and functionality coming and planned, with clear and honest deliverables, if they are part of the contract. What’s the answer here?

Customers 110

Customers Commission Referrals Contract 110