SaaStr

JUNE 14, 2019

Bear in mind, you mail a book out at the start of the process, so there can be a full 6 to 9 months between when you first mail out the book and when you’re closing the transaction. How do I create an ambitious quota that they feel they can really reach but also is a stretch, but also not too easy?”

Strategize 58

Strategize Quota Non-Profits Price 58

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Percentage of sales reps attaining 100% quota. Imagine one of your reps isn’t hitting her quota. Total closed opportunities by month/quarter (by team and by individual). Average contract value (ACV).

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. I think to this day, it’s actually the fastest unicorn SaaS exit.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. This is how the comp plan should look for those in closing roles. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 103

SQL Commission Customers Non-Profits 103

Hubspot

AUGUST 17, 2021

Quotas are hard to generate. Believe it or not, some sales leaders think that quotas are a waste of time. What does this have to do with quotas? Well, whatever you set as a quota will be the benchmark for your reps. Finding the Right Quota. So how do you build a Goldilocks baby bear "just right" quota?

Commission 83

Commission Quota X-functional Finance 83

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. As Nielsen says, “The hardest part of closing any deal is finding it.”

X-functional 70

X-functional Closing Growth Contract 70

SaaStr

JANUARY 21, 2020

My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Quota $30,000 in recurring revenue every month. Calls, emails, connect rate, demos, performs, wins, average contract value. Hey Dan, these are the quotas that we talked about during the interview process. They came from medicine, right?

Quota 102

Quota Sales Healthcare Territory 102

SaaStr

MARCH 1, 2019

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What time frame from SAL to closed lead suggests product market fit?

Contract 46

Contract Price Commission Conversion 46

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. What does this mean?

Contract 83

Contract Price X-functional Conversion 83

SaaStr

AUGUST 26, 2022

As SaaStr Europa 2022 drew to a close, attendees took one more opportunity to ask Jason questions about topics like how to navigate the current market, the future of work, playing in a crowded space, and hiring your first VP of Sales. X this year. You don’t have to do every single function to still get a customer.

Quota 79

Quota Growth Product Closing 79

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 83

Growth Cross-sell Contract X-functional 83

SaaStr

JANUARY 3, 2020

Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts? How does Tom think about calculating churn when it comes to multi-year contracts? What time frame from SAL to closed lead suggests product market fit?

Contract 10

Contract Price Commission Conversion 10

SaaStr

FEBRUARY 21, 2020

What it looks like is, you know there’s a path out there somehow or another to how you close customers, but you don’t have a roadmap for what that path looks like. I would like to get back from them at least four times that in the way of quota that they achieve and ideally probably higher than that.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78