SaaStr

NOVEMBER 12, 2023

Dear SaaStr: Do Salespeople on Commission Really Sell More Than Salary-only Salespeople? Commissioned salespeople sell more. Wouldn’t it be more customer-centric if they weren’t just focused on that commission? A bad sales rep will break a deal here trying to maximize his commission. 1000000000000.00% in SaaS.

Commission 114

Commission Sell Closing Up-sell 114

Martech

AUGUST 6, 2024

If you’re wondering why the judge ruled as he did, here is the Department of Justice’s case against the tech giant in 11 slides it used for the closing argument. Market share The Federal Trade Commission defines a monopoly as “conduct by a single firm that unreasonably restrains competition by creating or maintaining monopoly power.”

Commission 117

Commission Market share Engineering Launch 117

Sales Gravy

NOVEMBER 21, 2024

The Power of Financial Transparency: Open conversations about money and commissions lead to better financial decisions. It’s the “ace up your sleeve” you can use when you need to close a deal, much like leveraging your unique strengths at the right moment to get results. Mindset Matters: A positive mindset is crucial for success.

Negotiate 97

Negotiate Commission Appointment Sales 97

Sales Gravy

DECEMBER 29, 2024

Number three, we work in a tough, competitive profession, and its just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love. Wed rather deals close themselves than investing hours into multi-step follow-ups. Its loaded with rejection.

Commission 98

Commission Sales Follow-up CRM 98

Sales Hacker

FEBRUARY 1, 2022

Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them. A better way to compensate instead of commission. A new perspective on commissions [19:36]. It’s something almost close to 40%. powered by Sounder. What You’ll Learn.

Commission 104

Commission Quota Assembly Line Sales 104

Sales Pop!

OCTOBER 19, 2021

There can also be deeper, systemic issues that traditional incentives, such as commissions and bonus pay, can’t accommodate. Once upon a time, the gold standard for incentivizing your sales team was the promise of a hefty commission. If it were, then commissions and financial bonuses would have been enough. The Takeaway.

Commission 218

Commission Drivers/motivators Sales Education 218

Hubspot

OCTOBER 25, 2023

After exploring some potential topics, I landed on a long-standing debate about sales compensation — whether commission is the most effective sales compensation structure. ChatGPT and Me: “Commission should be done away with.” Argue from the perspective of 'sales commissions are ineffective and should be done away with.'

Commission 81

Commission Teamwork Drivers/motivators Cross-sell 81

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. But there is one percentage that’s probably more important to salespeople than the others: their closing percentage. Define (then refine) your value proposition . Ask for referrals .

Closing 111

Closing Referrals Commission Contract 111

Sales Hacker

NOVEMBER 5, 2020

For many of us, this is when budgets get set, deals get drafted, and your commission gets solidified. Here are some sales email tips for Q4 and beyond to help you close out your year strong. When that happens, the first thing to move is price (AKA, your commission). Deals Don’t Close in the Inbox. Simplicity Is King.

Meeting 128

Meeting Closing Commission Pipeline 128

Veloxy

AUGUST 6, 2021

For sales representatives, there’s nothing more attractive than closing calls. These are calls where the deal gets moved across the line, contracts get signed and reps earn their commissions. Unfortunately, closing calls depend on who you’re selling to and could take you tens of hours. 6: Close the Deal.

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

ConversionXL

MAY 8, 2019

This post highlights ways that ecommerce companies are using content marketing to attract, engage, close, and delight their target audience. Ultimately, content marketing can influence potential buyers at every point in the funnel: Attract; Engage; Close; Delight. Close: Nudge hot leads toward the sale. Image source ).

Closing 131

Closing Electricity Education Non-Profits 131

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. BTW, that small discount it took to close them, that’s a number, may not be your number, but a number. But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Spiro Technologies

JULY 21, 2022

In a perfect world, the prospect will be clamoring to sign the paperwork, and all you’ll have to do is sit back and collect your commission check. While there isn’t a one-size-fits all prescription to get the deal over the finish line, there are some things you can do to ensure you have the best chance of getting to a closed deal.

Closing 105

Closing Prospecting Commission Pitch 105

SaaStr

MARCH 23, 2025

Codeium made this a centerpiece of their recruiting strategy: Competitive comp plan openly discussed during interviews 7 out of 10 sellers who’ve been with Codeium 6+ months have already exceeded annual targets Several on track to earn $500K+ in W2 income One seller closed $1.6M It’s a commission-driven role.

GTM 98

GTM Territory Pipeline Growth 98

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. Now, this is where things become a bit tricky so pay close attention. Trying to motivate your sales team beyond commissions and cash bonuses can be very tricky.

Drivers/motivators 299

Drivers/motivators Extrinsic Intrinsic Non-Profits 299

SaaStr

MAY 25, 2020

“Presumptive close in a transactional sale. “At “Sell to the next step not jumping to the close” — Jason Hamilton, Co-Ceo, TestLauncher. SMB: build a pitch that enables a one-call close: include an ROI sample, relevant case study, and proactive answers to common objections. And Close More, Faster.

Closing 137

Closing Process Contract Price 137

Understanding the Sales Force

JULY 9, 2024

Average Sale $40,000 $44,000 Sold $1 million $1.331 million Increase 33% So if practicing could make every salesperson just 10% better, would result in a 33% increase in sales, a 33% or more (with kickers) increase in commissions, and required only 20-30 minutes per day, why don’t more salespeople practice? million Win Rate 25% 27.5%

Commission 75

Commission Pitch Pipeline Sales 75

Openview

MAY 30, 2018

Commission or bonus-focused compensation plans provide tremendous upside for growth and allow CEOs to truly leverage their people — all while those people are given ample opportunity to make significantly more money than if their income was largely dictated by a fixed salary figure. Commission Capping and Payout Frequency.

Objectives and Key Results 147

Objectives and Key Results Commission Appointment Lead generation 147

Sales Pop!

MAY 8, 2022

Through extensive research and decades of experience with our customers, we isolated 11 default indicators of opportunity fitness that can be utilized and tailored by most enterprises: Closing date overdue. Many closing date updates. Closing date overdue. Notice” might appear when a closing date is only a few days overdue.

CRM 237

CRM Pipeline Manufacturing B2C 237

SaaStr

SEPTEMBER 5, 2024

There are basically two options — really three, by blending the two: The first is to pay monthly commissions. I.e., if you pay the reps a 10% commission on what they close … and the customer pays say $500 a month … you pay the rep $50 a month. The second is to pay annualized commissions, with an allowance for churn.

Commission 118

Commission Customers GTM Contract 118

SaaStr

OCTOBER 11, 2022

Of paying your sales team well, of not capping sales commissions, of putting customer success on a variable plan, and of the power of second order revenue. So for most time in SaaS, you basically had to close $500k to make $100k OTE, $800k to make $160k OTE, $1m to make $200k OTE. But they do have to deliver. xkcd chart from here.

Closing 114

Closing Customers Quota Commission 114

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. On top of their base salaries, enterprise sales reps also have the potential to earn commissions and cash bonuses based on their performance. Mastering The Enterprise Sales Cycle.

Niche 112

Niche Closing Process Government 112

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

Veloxy

DECEMBER 28, 2023

Johnson & Johnson and Cisco Systems are examples of companies that offer competitive outside sales positions, where outside sales salary varies depending on factors such as experience, industry, and commission structure.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Sales Pop!

SEPTEMBER 17, 2023

As a result, your numbers and your commissions have suffered. In working with salespeople globally, I see that true strategizing is often neglected for high probability deals, especially when you’re spending more time concerned with commissions than client satisfaction. But we came up short on all of them.

Drivers/motivators 173

Drivers/motivators Commission Clients Up-sell 173

SaaStr

SEPTEMBER 9, 2022

Traditional software had 90% gross margins, and the classic enterprise sales reps, the best ones, could close a million or more dollars a year. Paying them 20% all-in on what they closed was easy, a 5:1 ratio ratio. Close a million, make $200k. Close two million, make $400k. More or less. This wrecks the unit economics.

Commission 138

Commission Quota Sales Closing 138

Veloxy

DECEMBER 14, 2022

Manually entering contact information and notes is boring and it doesn’t help close deals. We’re saying that they can do what they need to do to close deals easier. There is little to no resistance in their daily life, and that makes for a happier, quota crushing, swimming-in-commissions salesperson!

Quota 246

Quota Sell CRM Contact 246

SaaStr

JUNE 10, 2024

Sales almost always complains if there’s no commission check this week coming, but owning more helps them, too: Upsell is much, much, much easier if you continue to add value after the deal is signed Word-of-mouth and referrals are much easier to get if you continue to add value. Otherwise, it may be taken away.

Sell 129

Sell Commission Referrals Sales 129

Salesforce

MAY 14, 2024

We’ll walk through what a change of commission letter is and when to use them. What you’ll learn: What is a change of commission letter? Learn more What is a change of commission letter? A change of commission letter is a way for companies to give sales teams written notice about pay changes.

Commission 52

Commission Quota Represent Legal 52

SaaStr

NOVEMBER 27, 2024

They want to onboard each customer as quickly as possible to earn their commissions and go to the next deal. If it doesn’t work, the business won’t know who their clients are, access records, book appointments or take payments — they might as well close. The catch to longer onboarding cycles? Most sales reps hate it.

Appointment 103

Appointment Contract Commission Niche 103

SaaStr

JULY 22, 2020

Commission that is a Relatively Low % of the Dea l. And, seriously, why would you even follow-up with a smaller potential lead unless you were 90%+ sure it would close in 1-2 calls? reps have to close 4x-5x their On Target Earnings). E.g., no commission at all each month/quarter until you clear a hurdle. A full demo?

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

SEPTEMBER 9, 2024

Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. In my experience, lead data quality can help convert a lead into an opportunity and a closed deal — or it can scuttle your company’s chances of ever doing business with a prospect.

Territory 83

Territory Cold Call SQL Campaign 83

Hubspot

OCTOBER 16, 2024

This means you’d only pay the outsourced company’s agents a commission rate based on sales made. By delegating cold calling to a third party, you can free up your sales reps to focus on closing deals and nurturing authentic relationships with qualified leads. They could charge based on performance.

Cold Call 73

Cold Call Sales Price Campaign 73

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 118

Commission Contract Cross-sell Sales 118

Sales Pop!

AUGUST 2, 2023

This can range from the number of closed sales and generated revenue to generated leads and other metrics. There could be more upfront or one-time costs, such as commissions, salary, hiring costs, etc. You won’t be closely involved with or constantly monitoring every activity your internal representatives are engaged in.

Represent 212

Represent Lead generation Sales Commission 212

Hubspot

DECEMBER 6, 2022

Sales teams that leverage their business ecosystem close larger deals faster and more frequently. And how can it help you close more deals? For example, let's say you work at the director level of an edtech startup that has no problem closing but struggles with lead generation. Referrals can also be compensated with commission.

Closing 89

Closing Referrals Commission Networking 89

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 127

Commission Quota Negotiate Pitch 127