SaaStr

JULY 5, 2025

You’re breaking apart your product processes from your company processes, and that’s super, super, super hard. Do we want somebody in there saying ‘I gotta close this thing on my quarter because of my commission and I don’t really care that you’re paying us $20 million a year?'” ” 10.

E-commerce 92

E-commerce Price Pharmaceutical CRM 92

Hubspot

FEBRUARY 24, 2025

This is especially critical when considering that the average sales process involves five decision-makers, and 28% of sales professionals say lengthy cycles are the biggest reason deals fall through. Those who skip straight to commissioning posts usually drop off after six months. Track long-term success metrics.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

SaaStr

JUNE 12, 2025

” His real-world example is that when he gets a contract to review as the CBO of Perplexity in a buying role, he doesn’t immediately send it straight to legal anymore. The Action Item : Audit your sales process. Your AI can process a lot more data and can know more about your deals than your reps do.

Legal 83

Legal Strategic partnership Pipeline Strategize 83

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Adoption process The steps a potential buyer takes to evaluate, accept, implement, and integrate (or reject) a new product or service. Annual contract value (ACV) The average annual revenue generated per customer contract.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Hubspot

APRIL 23, 2025

and figure out if you need to make any changes to get your business ready for the process. Common actions include adding business processes to make the business scalable, adding features that would open up a new market, or filing patents to lock down intellectual property. Assemble key documents. Enhance operational efficiency.

Sell 48

Sell Legal Negotiate Non-Profits 48

SaaStr

APRIL 28, 2025

While SDR outbound functions remain more complex, the inbound qualification process is already being dramatically improved by AI. AI Will Handle Most One-Call Closes For routine sales with transactional deals (typically under $10K), AI will soon handle 80% of the process.

Negotiate 95

Negotiate Contract E-commerce Price 95

Salesforce

OCTOBER 18, 2024

Some online ventures to consider: Affiliate marketing: If you already have a blog or website with a loyal following, you could earn commission by promoting other people’s products or services. Exercise trainers and group fitness instructors might partner with a gym to contract their services or work for hire.

Minimum Viable Product 111

Minimum Viable Product Cross-sell Niche Legal 111

Martech

JUNE 2, 2025

Consider the backlash Duolingo, a popular language-learning app, faced after its CEO declared the company to be “AI first” a statement many users saw as a tone-deaf dismissal of human labor, especially following recent layoffs of contract translators. Another example is the fashion brand Selkie.

Commission 73

Commission Contract Launch Technology 73

SaaStr

MAY 7, 2024

Dear SaaStr: What’s a Resonable Discount for an Annual Contract? How About a 3 Year Contract? Later, when you implement a CPQ and other more sophisticated systems to manage pricing for a large sales team, these processes and systems will be designed to help you do just that, at least in part. How About a 3 Year Contract?

Contract 113

Contract Price Commission Closing 113

SaaStr

MAY 8, 2021

An annual contract gives you 365 days or so to fix that. I’ve long been a vocal proponent of annual contracts. Close say a $125k contract, even after a healthy sales commission, that’s $100k+ in the bank right now! Annual contracts require P.O., This is still true. Is it worth it? Is it worth it?

Contract 125

Contract Legal Commission Finance 125

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. In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. “E contract” — Julie Grieve, CEO CritonHQ.

Closing 137

Closing Process Contract Price 137

Sales Hacker

FEBRUARY 2, 2021

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. SMB Sales vs Enterprise Sales Process. The customer is involved in a majority of the decision-making processes and uses the product at their leisure. Key Takeaways.

Niche 111

Niche Closing Process Government 111

Sales Pop!

AUGUST 16, 2023

False advertising refers to a misrepresentation of a product or service, often through misleading or unproven claims, as defined by the Federal Trade Commission. In the United States, the Federal Trade Commission (FTC) oversees advertising practices to prevent misleading claims.

Legal 130

Legal Commission Government Contract 130

Veloxy

DECEMBER 28, 2023

Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process. This level of personal connection helps to establish trust and rapport, making the sales process smoother and more successful.

Outside Sales 243

Outside Sales Cold Call Represent Objectives and Key Results 243

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 117

Commission Contract Cross-sell Sales 117

Hubspot

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Process 101

Process Objectives and Key Results Sales Negotiate 101

SaaStr

JANUARY 28, 2023

Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. Yes, you can and should clawback the sales commission on those deals. Customers rarely go through all the steps of a sales process, deploy a product into production — and then don’t pay. Ah, clawbacks.

Commission 109

Commission Customers Finance Contract 109

Hubspot

JANUARY 18, 2019

As a real estate professional, the amount you're paid for each sale is often dependent on commission. And the average commission for the sale of a property is 6% of the purchase price. The broker who is the procuring cause of the transaction is entitled to a commission. This is where procuring cause comes into the picture.

Real Estate 99

Real Estate Commission Legal Contract 99

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 98

Commission Contract Sales Closing 98

Sales Hacker

OCTOBER 10, 2019

Which is why I’m going to outline some key concepts that should be considered and some pitfalls to avoid when designing the CRM process for a lead-to-cash cycle. Sales process stages. Transactional objects capture transient customer interactions throughout the sales process. The Right Object for the Right Process.

Government 72

Government Process Objectives and Key Results Commission 72

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. SaaS sales is the process of selling web-based software to clients. 4) SaaS Sales Commission. Table of Contents. What is SaaS? SaaS Sales Cycle.

Commission 101

Commission Contract Sales Price 101

Sales Hacker

MAY 9, 2019

The Process for Creating a Sales Compensation Plan. Decide Base Pay vs. Variable Pay (Commissions). Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Before you can decide base pay or commissions, you need to start by deciding On Target Earnings or OTE. Establish Role Levels. Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

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

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

Martech

JANUARY 9, 2024

Influencers who manage their own partnerships will have varying levels of experience and expectations regarding compensation and contract terms. Creators earn commissions for sales generated through their unique links. Get your contract and rules sorted, especially if you need NDAs or input from your organization’s legal team.

Niche 137

Niche Negotiate Contract Legal 137

Hubspot

APRIL 4, 2018

This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own. This can be a strong commission, or the fact that it might help them sell their other products more effectively. If things come up, don’t be afraid to ask for an amended contract.

Territory 101

Territory Commission Contract Up-sell 101

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 transform sales cycles by accelerating time to revenue, increasing the visibility of where the process stands, and improving sales rep productivity and effectiveness.

Contract 55

Contract Gaming Commission Sales 55

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. This is the proportion of leads that turn into closed deals — a figure salespeople should always be thinking about improving, especially if they want their commission checks to go up as well.

Closing 111

Closing Referrals Commission Contract 111

SaaStr

JUNE 17, 2022

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. With no marketing costs, no sales commissions, renewals are almost pure profit. Sales reps hate, hate, hate this. But you can a strike quid-pro-quo. A double win.

Commission 123

Commission Finance Contract Engineering 123

Anthony Cole Training

JULY 29, 2010

Sale Process (2). Sales Process (24). 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. Negotiating (2). open ended sales questions (11). performance management (3).

Sell 157

Sell Objectives and Key Results Drivers/motivators Represent 157

Hubspot

JANUARY 11, 2018

The process, qualifications, cost, and timeline for becoming an agent differ from state to state, so it’s important to consult your local bureau of real estate to learn exactly what steps you’ll need to take. Check with your real estate commission to understand what’s required to obtain your license. Find a real estate brokerage.

Real Estate 100

Real Estate Commission Legal Education 100

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. Not pushing annual contracts so much helped.

Contract 96

Contract Customers Commission Price 96

Martech

MARCH 31, 2023

. “You become eligible for Medicare at 65 most often,” she said, “so what we do is help people navigate that process — it’s not so straightforward. We help match people with the right insurance plan and get paid a commission by the insurance carrier when we help people enroll.” In your inbox.

Contract 114

Contract Healthcare Commission Niche 114

Martech

MARCH 31, 2023

. “You become eligible for Medicare at 65 most often,” she said, “so what we do is help people navigate that process — it’s not so straightforward. We help match people with the right insurance plan and get paid a commission by the insurance carrier when we help people enroll.” In your inbox.

Contract 111

Contract Healthcare Commission Niche 111

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. Use this knowledge across the whole process to refer to constantly and drive urgency. Lay out the sales process early on. You need to be transparent with the sales process with champions within companies.

Contract 112

Contract Price Healthcare Commission 112

Hubspot

JANUARY 9, 2019

In the past decade or so, software and websites have amended the traditional real estate process. That’s why we’ve compiled this guide, and our reasoning is twofold: to help consumers better understand the real estate process and to equip real estate agents to better market their business. We'll talk about the listing process below.).

Real Estate 101

Real Estate Negotiate Contract Commission 101

Sales Hacker

FEBRUARY 5, 2021

The buyer’s process and map to a sales process. They will spend their time on the wrong things and their quota and commission, along with their energy will suffer. It is constant throughout your sales process. Next, write down the titles who are a part of the decision-making process. Ideal customer profile (ICP).

Sales 136

Sales Commission Negotiate Contract 136