Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Opportunistic side bets by signing up some commission-only sales agents. Assigning sales functions to other departments (we’ve seen R&D doing sourcing). Introducing a new product/service that requires different sales skills.

B2B 81

B2B X-functional Cold Call SQL 81

ConversionXL

FEBRUARY 3, 2022

Analytical capability: Possessing Excel or SQL skills to extract data and gather insights on experiments to make better decisions. Cross-functional strategic thinking: Being able to come up with new ideas, understand the customer journey, identify opportunities, and work effectively with other stakeholders. Image source.

Growth 113

Growth Referrals Minimum Viable Product Drivers/motivators 113

Sales Hacker

MAY 9, 2019

Decide Base Pay vs. Variable Pay (Commissions). Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Before you can decide base pay or commissions, you need to start by deciding On Target Earnings or OTE. Step 4: Decide Base Pay vs. Variable (Commissions).

SQL 104

SQL Commission Customers Non-Profits 104

SaaStr

JANUARY 21, 2020

Bigger salary, slightly bigger, bigger commission, a little bit bigger equity, more responsibility and a little bit bigger title. They’re making a really good commission. I have a young man on my a sales operations team who wanted to do SQL data analysis. Quarterly ENPS service. There were really two consistents.

Quota 102

Quota Sales Healthcare Territory 102

SaaStr

MARCH 1, 2019

Should sales commission be paid on renewals? And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. * How does Tom think about constructing comp plans the right way today?

Contract 46

Contract Price Commission Conversion 46

SaaStr

JANUARY 3, 2020

Should sales commission be paid on renewals? And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. * How does Tom think about constructing comp plans the right way today?

Contract 10

Contract Price Commission Conversion 10