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Dear SaaStr: How Should I Build Our First Sales Comp Plan?

SaaStr

ACV-Based Commission : Pay commissions on the Annual Contract Value (ACV) of the deal. This encourages reps to sell to the right customers, not just anyone who will sign a contract. Set Clear Quotas Give reps clear, achievable quotas based on your revenue goals. Reward reps for growing existing accounts.

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How to Use AI to Close More Sales

Hubspot

Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. To meet your quota (and stay sane), it’s important to leverage AI tools and techniques that can unlock the following benefits.

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Dear SaaStr: How Do I Know If My New VP of Sales is Working Out?

SaaStr

You should see more demos, more contracts being drafted, and a noticeable lift in pipeline metrics. If they’re not recruiting talent or the reps they hire aren’t hitting quota within a couple of months, that’s a problem. If the pipeline isn’t growing, that’s a red flag. Team Building : Have they hired great reps?

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Dear SaaStr: What Should I Do in a Sales Audit?

SaaStr

Look at quota attainment, activity levels (calls, emails, demos), and conversion rates. This includes contracts, pricing approvals, and any legal requirements. AI can reduce forecasting errors by 20-50%, so if youre still relying on guesswork, its time to upgrade your approach. Identify top performers and those who need coaching.

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Dear SaaStr: Should I Let My VP of Sales Go? I’m Not Sure I’ve Made The Right Hire

SaaStr

Are there more demos, more contracts being drafted, and more deals in the works? And are those reps hitting quota or at least showing signs they will? If theyre not moving the needle, its time to seriously evaluate whether theyre the right fit. Heres what Id look at: Pipeline Growth : Have they increased your pipeline metrics?

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The Definitive 2025 Guide to Sales Metrics & KPIs That Drive Revenue

RingDNA

What it Measures: The total number of attempts a rep makes to call prospects in a given day Value: Many sales organizations have a dialing quota since more dials can equate with more meaningful sales conversations and revenue. Value: More conversations each day virtually always correlates with higher quota attainment.

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Dear SaaStr: When Should I Hire My First AE?

SaaStr

And even then, you have to stay in founder-led sales mode until you have 1-2 sales execs that are scaled and really hitting quota. Another key factor is your ACV (Annual Contract Value). Not before. Because you need to have a repeatable sales process in place before bringing someone else in.