Partners in Excellence

JANUARY 27, 2015

I’ve been at the periphery of a number of discussions about commissions and sales. Usually there’s one camp evangelizing the evils of commission (There’s one CEO making a lot of noise on this issue in LinkedIn, though I suspect he has not given up his own executive bonus/incentive compensation plan.).

Commission 116

Commission Customers Drivers/motivators Sales 116

SaaStr

MARCH 29, 2025

Transitioning from founder-led sales to a commissioned sales team is one of the most criticaland trickysteps in scaling a SaaS business. Founders are often the best salespeople early on because they know the product inside-out, theyre passionate, and customers love talking to the CEO. Commission is Only Paid if Earned, After All.

Commission 77

Commission Objection handling Quota Sales 77

Veloxy

MAY 25, 2021

Inside and outside sales reps are not only paid on commission, hefty bonuses and kickbacks also motivate them to work even harder. To help maximize your team’s productivity and save some money, it’s vital that you mix it up a bit with rewards beyond fatter paychecks. I mean, c’mon, you’ve seen all the movies right?

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

Hubspot

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Here's everything you need to know about setting successful sales quotas. Sales Quota. Activity Quota.

Quota 100

Quota Territory Commission Sales 100

Salesforce

OCTOBER 9, 2024

The sales commission process plays an important role in motivating sales teams and therefore drives top line revenue growth — arguably the most important metric organizations track. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important. Learn more 1.

Commission 98

Commission Process Territory E-commerce 98

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. OTE stands for on-target earnings and represents the total compensation a salesperson can expect to earn if they meet 100% of their quota.

Commission 52

Commission Quota Represent Sales 52

Hubspot

APRIL 24, 2019

If your sales organization is struggling to strike a balance between company requirements and the compensation needs of employees, it's likely time to reevaluate your compensation plan and commission structure. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

Commission 101

Commission Territory Quota Real Estate 101

Veloxy

FEBRUARY 28, 2022

While you can manually add multiple stops ahead of time using Google Maps, there are missing route planning features that are key to helping field salespeople hit quota and exceed customer expectations. That means hitting the road, accumulating miles, and chasing greater commissions. Using a Field Sales Route Planner to Crush Quota.

Territory 221

Territory Gambling Quota Commission 221

SaaStr

JANUARY 18, 2021

Q: Should we deduct partner referral fees from our sales people’s commission? If I have to pay a partner say 20% of a deal, and they do a lot of the work — why do I also have to pay my own sales rep a full commission? So yes, at least for a while, with many partners you may in essence need to pay a double commission.

Commission 102

Commission Closing Referrals Quota 102

Sales Hacker

MARCH 10, 2021

However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration. You don’t want reps to hit 100% – aim for 60% of reps hitting quota. A healthy sales organization should aim for about 60% of reps hitting their quota. If it shoots up to 80–85%, it’s time to re-evaluate quotas.

Quota 120

Quota Territory Profit margin Growth 120

Veloxy

FEBRUARY 1, 2024

Measuring the right sales productivity metrics is crucial for any sales team looking to boost its performance. This guide unveils essential metrics such as lead response time, conversion rate, and quota attainment to help you understand where your team excels and where there’s room to grow.

Product 130

Product Quota Objectives and Key Results CRM 130

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. Sure, you could hand off your product or service information to sellers and just have them sell as much as possible.

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

AUGUST 10, 2021

Q: If We Have Two Overlapping Products is it Better to Have One Sales Team or Two? It’s almost always better to have different sales teams handling different products. Sales reps work on commission, and they are driven almost entirely by what they get the most commission for. If for no other reason — Incentive Alignment.

Commission 107

Commission Product Quota Sales 107

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. And, quotas have gotten increasingly harder to hit. Why Sales Comp Planning is Key to Rep Retention. Compensation design principles.

Commission 98

Commission Product Quota Drivers/motivators 98

Hubspot

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Table of Contents What Is a Lead List? This investment has helped me time and time again.

Territory 83

Territory Cold Call SQL Campaign 83

Hubspot

SEPTEMBER 6, 2024

No matter how compelling your product or service, each closed deal could be preceded by a dozen or more that never result in new business. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits. There have never been more ways to implement AI tools and work smarter.

Closing 80

Closing Contract Technique Sales 80

Sales Pop!

AUGUST 2, 2023

Some businesses might need particular sales expertise for a specific product line. There could be more upfront or one-time costs, such as commissions, salary, hiring costs, etc. If you already have a sales team, check if they’re hitting their target metrics and quotas. Is Sales Outsourcing Right for You?

Represent 242

Represent Lead generation Sales Commission 242

Veloxy

MARCH 16, 2022

While money shouldn’t necessarily drive your life, earning commissions and other incentives based on performance is extremely fulfilling and it helps you climb the ladder faster. However, being recognized and rewarded for achievements should be, and high commissions or a higher paying job is the primary focus for this sense of fulfillment.

Pharmaceutical 223

Pharmaceutical Commission Inside sales Sales 223

Sales Pop!

AUGUST 24, 2024

In selling to and serving major Xerox clients, we were trained not only to go deep and wide in our accounts but to do the same across our multi-faceted product line. And as a result, for our nourishment, quota achievement and commissions, we really needed them as well. 31 and your end-of-year quota performance.

Commission 130

Commission Quota Clients Up-sell 130

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

Commission 125

Commission Quota Negotiate Technique 125

A Sales Guy

JULY 23, 2014

Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. million of products and services, his CoS is 10 percent. That’s especially true for any company that is diverse.

Commission 120

Commission Quota Cold Call Sales 120

Pointclear

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. Should we go further?

Quota 80

Quota Commission Finance Sales 80

Hubspot

OCTOBER 16, 2017

Commission only. Base plus commission. Absolute commission plan. Relative commission plan. Straight line commission plan. When to pay commission. Quota and OTE. Setting quota. Drive sales for specific product. Commission only. How to create a good sales comp plan. Salary only.

Commission 101

Commission Quota X-functional Non-Profits 101

SaaStr

JUNE 1, 2025

But if you dont already have a repeatable sales process and at least two reps hitting quota, a VP of Sales will just burn cash trying to figure it out. As the founder, you know the product and the customer better than anyone. They need to deeply understand the product and be able to sell it in a consultative way.

Commission 75

Commission Quota Sales Consult 75

SaaStr

DECEMBER 22, 2023

At the SaaStr Annual, Kiren Sekar, Samsara’s Chief Strategy Officer and founding chief Product Officer shared five lessons he learned along the way from scaling six products to $100M+. Building customer feedback into the DNA of your product team and products. Going multi-product early.

Product 120

Product Transportation GTM Cold Call 120

SaaStr

JULY 31, 2024

In the early days, when Cash is King, pay the sales reps a full commission on all cash paid up-front. This is relatively uncommon, apprarently < 10% of startups pay a 100% commission on Y2/Y3+ prepaid cash: How Much to Compensate SaaS Sales Teams for New Sales, Renewals and Expansions But at this time, cash was king.

Commission 110

Commission Contract Quota Customers 110

Salesforce

NOVEMBER 14, 2024

Then, using your current team structure, churn rates, new hire plans, ramp times, quota, and average quota attainment to create a table or spreadsheet that shows you, for any given period, the output of your team. Although this formula is a good starting point, it doesn’t account for ramp times, churn, or new hire plans.

Growth 52

Growth Quota Territory E-commerce 52

Partners in Excellence

JANUARY 23, 2015

People on a profit sharing plan, but with no quota, not prospecting, without commissions, dedicated to the customers’ success. Unwittingly product focused, thinking of a “field of dreams—build it and they will come” approach. Quota is nothing more than a goal we hold people accountable for.

Commission 115

Commission Profit margin Quota Sales 115

Partners in Excellence

MAY 15, 2017

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” ” For the most part, the article was a tutorial on pipeline metrics and a diatribe against much of the quota setting process. Much of the way sales quotas and goals are set is wrong. But is the answer throwing these out?

Quota 69

Quota Manufacturing Assembly Line Sales 69

Veloxy

DECEMBER 28, 2023

Download Now: The Big Blue Book of Field Sales Outside Sales Reps — flip to the chapters on outside sales productivity, mastering the art of in-person selling, and how to shorten your sales cycle. and embark on this journey to master the art of field selling together! Grab a warm coffee or tea and let’s get started!

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Veloxy

AUGUST 4, 2022

Here’s a list of some of the benefits our high-performing customers have experienced after trialing our Salesforce mobile app : Double average call time & rate of answered calls Improved employee morale Shorter sales cycles Improved sales productivity Prioritized cadence based on customers’ propensity to buy. Quick Dialer.

Outside Sales 173

Outside Sales Inside sales Quota Contact 173

SaaStr

MARCH 27, 2021

The at first nonobvious thing about discounting is the dynamic: Sales reps on commission will naturally do 2 things: First, they’ll quote at list price. That’s Maximum Commission, after all. So yeah — that’s what you’d do if you were a successful, experienced rep on commission and quota.

Commission 122

Commission Quota Price Negotiate 122

Sales Hacker

OCTOBER 19, 2022

Check out my article, How to Build Sales Compensation Plans that Increase Retention and Productivity. Related: 8 Things to Review Before Accepting a Sales Commission Plan. Typically, companies want to pay the least amount for the most production. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Commission 121

Commission Finance Quota Sales 121

A Sales Guy

JULY 30, 2019

Too Product-Centric and Not Problem Centric. They think selling is about their product. They think selling is about quota. Of all the misconceptions salespeople have, the biggest is they think it’s about them, their company, and their product. Sales is not a selling sport or a commission sport or a telling game.

Sports 85

Sports Gaming Pitch Commission 85

Salesmate

OCTOBER 22, 2021

The key to attracting and retaining top-performing sales reps is sales commission. In addition, a commission is a crucial factor for keeping the salespeople in your organization satisfied. Therefore, if you don’t want to lose your best sales reps, you need a strong sales commission structure. What is sales commission?

Commission 52

Commission Drivers/motivators Non-Profits Real Estate 52

Sales Hacker

MARCH 27, 2020

We’re already out there with 50% of our compensation on the line in commission. Companies will be tightening belts and empathy doesn’t count towards quota. Embrace the awkwardness, then just take a moment to show sincere concern, before you shift gears to the product. Every opportunity needs to be requalified. Stay Positive.

Prospecting 131

Prospecting Sell Commission Quota 131

A Sales Guy

SEPTEMBER 13, 2012

You are about talk to your customer who makes up 30% of your quota. It shouldn’t be; On your product. On your quota. On your commission. Why they need your product. It’s the moment of truth. You’re about to call back the prospect you’ve been chasing for the last two months. It’s price.

Prospecting 118

Prospecting Cold Call Customers Commission 118