PandaDoc

MAY 9, 2024

So, what is a sales spiff, exactly? It’s no secret: sales is a fast-paced industry. For many businesses, the answer lies in offering incentives like spiffs, spivs, or commission structures. For many businesses, the answer lies in offering incentives like spiffs, spivs, or commission structures.

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Launch 52

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales?

Closing 52

Closing Contract Technique Objectives and Key Results 52

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 111

Sell Quota Commission Contract 111

SaaStr

SEPTEMBER 4, 2023

So the best sales reps are just so, so worth it. 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. Side Deals.

Commission 86

Commission Contract Sales CRM 86

Salesforce

NOVEMBER 28, 2023

Similarly, a solid sales compensation plan is about striking the right balance. 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. What you’ll learn: What is sales compensation? What are sales compensation plans?

Commission 64

Commission Territory Quota Objectives and Key Results 64

SalesLoft

APRIL 25, 2024

The contract is signed. Once the ink is dry and the contract is signed, what goes through your mind when you actually close a 7-figure deal? But when the commission check clears, that feels good! A lot of the time, yes, I get the commission check, and I get a lot of the credit for being the seller. Now what?

Commission 52

Commission Contract Legal Strategize 52

SaaStr

JANUARY 5, 2023

Dear SaaStr: What Percentage of Software Sales Reps Have Earned Over $1m a Year? It’s rare and it’s tough in SaaS as a sales rep to earn a fairly stunning $1,000,000 a year. The rep closed his second multi-million dollar, multi-year deal — of the year. So closing $5m in TCV is hard, really hard.

Commission 81

Commission Contract Closing Sales 81

SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At In your contracts. ” — Jesse Woodbury, Enterprise Sales, GoQuiq. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 135

Closing Process Contract Price 135

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. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Niche 95

Niche Closing Process Government 95

Adaptive Business Services

NOVEMBER 1, 2023

Deal records include specific fields for: deal $ value, expected close date, and a percentage probability of closing. This data is needed for sales reporting and forecasting. Referral Commission Offer! If you refer me, and these folks contract for my services , I will pay you a 20% commission on that full contract value.

CRM 71

CRM Commission Contract Referrals 71

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. That’s effective closing!

Closing 99

Closing Commission Technique Contract 99

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. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Commission 87

Commission Product Quota Drivers/motivators 87

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. Lay out the sales process early on.

Contract 85

Contract Price Healthcare Commission 85

VanillaSoft

JUNE 3, 2021

Buyer anxiety is real – plus, it’s often to blame for all those pesky stalling tactics you have to navigate as a sales pro. Prospects getting cold feet is a major late-stage barrier you can expect when you’re trying to push a deal through the sales cycle, and the ones you think are buy-ready with money in hand aren’t exempt either.

Closing 85

Closing Contract Commission Prospecting 85

Lead Fuze

NOVEMBER 30, 2021

Asking the Right Questions to Close the Deal. Today, we’ll be talking about how to ask the right questions during a sales call and close deals. I want to show people how simple sales is, and that there’s nothing magical about it. If you’re not in a position to close the deal, no matter what you say it won’t happen.

Closing 52

Closing Commission Contract Meeting 52

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. Sometimes for very transactional, low ACV sales, the percent can be lower. That’s pretty do-able for inside sales.

Commission 67

Commission Inside sales Contract Sales 67

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside sales 62

Inside sales Commission Outside Sales Quota 62

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.

Commission 69

Commission Contract Sales Closing 69

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. the Moment After Sale.

Commission 145

Commission Quota Inside sales Sales 145

SBI

FEBRUARY 20, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Adobe Sign speeds quote to close, making it hours instead of days or weeks.

Contract 55

Contract Gaming Commission Legal 55

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 102

SQL Commission Customers Non-Profits 102

Openview

MAY 30, 2018

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Salary or Bonus-Heavy Compensation: Which Model is Best?

Objectives and Key Results 147

Objectives and Key Results Commission Appointment Lead generation 147

Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Follow-up Prospecting 328

SaaStr

JUNE 12, 2022

There was one thing prospective sales reps would say in an interview that always chilled my spine. It would especially come from sales reps from larger companies in high-velocity in-bound environment (e.g., If you’re a SaaS sales rep with a $500k annual quota, doing $5k ACV deals … you have to close 100 deals a year.

Commission 97

Commission Customers Contract Quota 97

Gong.io

DECEMBER 27, 2021

We analyze sales conversations and deals using AI, then share the results to help you close more revenue. By analyzing MILLIONS of sales data points. From sales leaders and frontline managers to sales reps, here’s everything you need to know if you want to land every deal left in your pipeline. Why did we do it?

Negotiate 127

Negotiate Price Contract Up-sell 127

Hubspot

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

Account management 77

Account management Commission Contract Sales 77

Lead Fuze

NOVEMBER 30, 2021

The key to accurate sales forecasting is in understanding the difference between a rep and a forecast. You can’t just listen to your sales team for future forecasts because of the stress they are under. Four Steps to More Accurate Sales Forecasts.

Commission 52

Commission Legal Quota Contract 52

Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Commission only. Base plus commission. Base plus commission. Absolute commission plan. Relative commission plan. When to pay commission.

Commission 92

Commission Quota X-functional Non-Profits 92

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?

Contract 72

Contract Commission Closing Customers 72

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. That’s pretty do-able for inside sales.

Commission 70

Commission Product Inside sales Contract 70

Veloxy

AUGUST 31, 2023

You’re not the only outside sales rep feeling that way. This article doesn’t list every outside sales strategy under the sun. These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. Here’s a mentality that top-tier outside sales gurus have.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

JUNE 17, 2022

The reality is though, in SaaS, especially if you are primarily sales-driven, that’s often gonna be tough. 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. Sales reps hate, hate, hate this.

Commission 107

Commission Finance Contract Engineering 107

Gong.io

OCTOBER 24, 2022

Is your sales team ready to enter the big league? . Enterprise sales are the ultimate goal for many B2B sales teams. The enterprise sales process is long, complicated, and resource-intensive. What is enterprise sales? Enterprise sales is an easy concept to understand but much harder to execute.

Contract 62

Contract Sales Clients Up-sell 62

SaaStr

MAY 27, 2021

For larger customers, make annual contracts the default, once you’ve gotten a few under your belt. But — you may need a good VP of Sales to help you make this stick, so don’t be too dogmatic here until you have a real VP. Well, you can, but if you do, you add friction to the sale, which generally is ROI negative.

Contract 67

Contract Customers Commission Price 67

Sales Hacker

JANUARY 12, 2023

And adds an extra zero to my commission…. The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices. Tested, hard-won uncommon sales practices. Related: How to Create Sales Decks That Work In 2023.

Negotiate 95

Negotiate Price Sales Up-sell 95

Lead Fuze

DECEMBER 31, 2021

How to Create a Customizable Sales Metrics Strategy in Just 6 Steps. In order to compete in the modern sales world, you need a team that is aligned with your company’s best sales metrics. Our data shows that transparency into sales numbers is a very effective motivator. Sales Metrics and Sales KPIs Definition.

Objectives and Key Results 52

Objectives and Key Results Contract Profit margin Non-Profits 52

SaaStr

FEBRUARY 16, 2021

Q: What are the common mistakes in B2B sales in the early-ish days? The list could be endless, and it can vary a lot based on type of customer, type of sale, etc. The list could be endless, and it can vary a lot based on type of customer, type of sale, etc. No prospect enjoys going through a sales process for fun.

Quota 79

Quota Commission Sales Contract 79