SaaStr

NOVEMBER 27, 2024

For restaurants, it’s the back end, front end, point of sale, payroll, ERP, and workforce management. Mangomint has one onboarding manager for every two sales reps, but with no contracts and a 30-day free trial, onboarding starts during the trial. Most sales reps hate it. There will likely be multiple Toasts for SMBs.

Appointment 103

Appointment Contract Commission Niche 103

Veloxy

DECEMBER 28, 2023

The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

SaaStr

SEPTEMBER 5, 2024

Dear SaaStr: How Should I Pay Sales Reps When Our Customers Pay Monthly? 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.

Commission 117

Commission Customers GTM Contract 117

Openview

MAY 30, 2018

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Salary or Bonus-Heavy Compensation: Which Model is Best?

Objectives and Key Results 147

Objectives and Key Results Commission Appointment Lead generation 147

SaaStr

MARCH 27, 2023

So there are 3 things every sales rep I’ve worked with hates: Clawbacks. 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.

Commission 117

Commission Contract Cross-sell Sales 117

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. Round one of almost all sales pits you against a prospect in the ring by way of discovery call. What is a Discovery Call?

Cold Call 328

Cold Call Pipeline Prospecting Follow-up 328

SaaStr

JULY 22, 2020

I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. But I did all the sales myself, and stupidly, had no sales comp plan at all ??. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. the Moment After Sale.

Commission 145

Commission Quota Inside sales Sales 145

Hubspot

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Commission only. Base plus commission. Base plus commission. Absolute commission plan. Relative commission plan. When to pay commission.

Commission 101

Commission Quota X-functional Non-Profits 101

SaaStr

JANUARY 28, 2023

Dear SaaSt: Do sales commission clawbacks typically apply after a customer’s payment has cleared (e.g. This is an issue that will worry you a lot in the early days — and that later, at least help make sure sales doesn’t pursue churn-and-burn deals too aggressively. Ah, clawbacks. But it won’t really matter.

Commission 109

Commission Customers Finance Contract 109

Hubspot

AUGUST 27, 2024

Integrating AI into pricing strategies can foster better customer satisfaction, increase sales, and improve your competitive edge – and it’s already showing success while being leveraged by major companies. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends.

Price 72

Price Profit margin Contract Retail 72

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. The Process for Creating a Sales Compensation Plan. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 110

SQL Commission Customers Non-Profits 110

Hubspot

DECEMBER 12, 2017

This guide will teach you the basics of SaaS sales. 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. What is SaaS Sales? SaaS Sales Salary. SaaS Sales Commission. SaaS Sales Cycle.

Commission 101

Commission Contract Sales Price 101

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. We had churn, but it wasn’t due to contract expiration). Ultimately, after $10m ARR, we moved to a format where we paid out 25% commissions on Year 2 and 3 cash up front, instead of a 100% commission.

Commission 113

Commission Contract Quota Customers 113

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. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Commission 98

Commission Product Quota Drivers/motivators 98

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.

Commission 100

Commission Contract Sales Closing 100

SaaStr

JANUARY 5, 2023

Dear SaaStr: What Percentage of Software Sales Reps Have Earned Over $1m a Year? It’s rare and it’s tough in SaaS as a sales rep to earn a fairly stunning $1,000,000 a year. You can back into the math: Assume a 10% commission rate, maybe 15%. But … it’s not impossible. I.e., a standard 10/10 plan.

Commission 108

Commission Contract Closing Sales 108

A Sales Guy

MAY 10, 2013

I billed them for performance commissions I had earned per the contract. The problem was, in spite having met the commission terms of our contract, we were no where close to where we wanted to be from a sales perspective. I went into robot mode, commission trigger pulled. What did I do? I don’t know.

Commission 113

Commission Contract Clients Service 113

SaaStr

MARCH 8, 2021

Q: What is a good model for SaaS product sales commission? Sometimes for very transactional, low ACV sales, the percent can be lower. So the commission might be say $600 until they’ve closed enough revenue to cover their base. If cash is an issue, you can pay reps monthly commissions instead.

Commission 93

Commission Inside sales Sales Contract 93

SalesBlog!

APRIL 26, 2022

For the life of me I can not figure out how threatening a persons income has become a “stick” for sales training. You could always not get paid”, “Your commission will be cut if you don’t…, You screwed up… which cost me. Maybe even experienced the commission cut. Maybe its partially the sales persons fault?

Commission 52

Commission Non-Profits Government Contract 52

SaaStr

JANUARY 1, 2022

SaaS startups, especially those that sign customers to annual customers, will have customers that want to cancel those un-cancelable contracts and get a refund. And no refund for any part of an annual, signed contract. You signed the contract”. And Sales especially hates this. No matter what the contract says.

Product 113

Product Contract Commission Customers 113

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

SaaStr

SEPTEMBER 4, 2023

So the best sales reps are just so, so worth it. I‘ve recently asked a bunch of sales leaders about this and their teams, and at first they said everyone followed the rules. A “funny” one, a VP of Sales told me how one of his top reps got around the CPQ system via a software hack to provide slightly higher discounts. Side Deals.

Commission 109

Commission Contract Sales CRM 109

SaaStr

OCTOBER 26, 2021

Generally, track to the cash: If a customer has signed a pre-paid annual or multi-year contract in exchange for a discount or other terms, then there’s generally no reason to return any pre-paid cash. The contracts are generally not cancellable by their terms, and so you keep the cash. After all, their commission is at risk.

Contract 109

Contract Commission Product Customers 109

SaaStr

DECEMBER 12, 2023

Keybanc and Sapphire have some great overall metrics here : Overall, the media AE closes $750,000 a year, and that’s actually up from 2022 — mainly due to hiring freezes and contractions. In any event, that’s good median data. 40% attainment?

Sell 133

Sell Quota Commission Contract 133

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. What is a procuring cause dispute?

Real Estate 99

Real Estate Commission Legal Contract 99

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. “Presumptive close in a transactional sale. “At In your contracts. ” — Jesse Woodbury, Enterprise Sales, GoQuiq. ” — Dave Kranowitz, CRO Worldwide Sales, Grafana Labs.

Closing 137

Closing Process Contract Price 137

SaaStr

JULY 23, 2020

Q: What is a good model for SaaS product sales commission? 500/mo is $6,000 a year so that’s a big enough deal size to support a traditional SaaS inside sales rep: Pay 20% of the expected ACV (annualized contract value) in total comp — but that might mean less commission until they’ve covered their base cost for the month. .

Commission 96

Commission Product Inside sales Contract 96

SBI

FEBRUARY 20, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Chris Heinrich , VP of Enterprise Sales for Adobe Sign. Reduction in sales contract cycles by an average of 2 weeks.

Contract 55

Contract Gaming Commission Legal 55

Sales Hacker

SEPTEMBER 23, 2021

But by far, the option that could potentially bring you in the most sales is resellers and sales channel partners. They have a proven, talented, and dedicated sales team. In the tech world, massive enterprise companies have entire sales channel departments who sell outside technology solutions to their clients.

Commission 119

Commission Manufacturing Negotiate Contract 119

SaaStr

MAY 6, 2023

On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in. E.g., a multiyear contract where only the first year of cash is pad up front is of limited value. Or just the part attributed to your current year? Approaches vary here. Cash is king.

Quota 113

Quota Commission Sell Contract 113

SaaStr

JUNE 12, 2022

There was one thing prospective sales reps would say in an interview that always chilled my spine. It would especially come from sales reps from larger companies in high-velocity in-bound environment (e.g., If you’re a SaaS sales rep with a $500k annual quota, doing $5k ACV deals … you have to close 100 deals a year.

Commission 117

Commission Customers Contract Quota 117

Sales Hacker

FEBRUARY 5, 2021

You are in trouble if you’re trying to hack sales — unless you lay a foundation first. The hard work that every company and every sales leader needs to do cannot be hacked. Stop looking for tips and tricks and learn the foundations that every sales leader and company needs. No high-pressure sales. No spray and pray.

Sales 135

Sales Commission Negotiate Contract 135

SaaStr

SEPTEMBER 15, 2019

As you begin to scale and add a sales team, you’ll encounter more and more drama with “bad” customers. These so called “bad” customers from a sales team perspective will include: Folks that share licenses that shouldn’t be. Sales will get mad they aren’t buying more seats. Thank them.

Contract 107

Contract Customers Legal Commission 107

SaaStr

AUGUST 12, 2020

Q: What are the typical discounts SaaS companies offer for a multi-year contract paid upfront for a 2, 3 & 5 year contract? you have net negative churn), multi-year contracts are worth less. One advantage to 3+ year contracts is they discourage your customers from looking for other solutions, at least, for quite a long time.

Commission 90

Commission Contract Closing Customers 90

Hubspot

MARCH 27, 2019

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. For sales managers, "Glengarry Glen Ross" is a cautionary tale. Here's everything you need to know about setting successful sales quotas. Sales Quota. Are sales quotas and sales goals the same thing?

Quota 100

Quota Territory Commission Sales 100

SaaStr

DECEMBER 4, 2023

With the turbulence in the market in 2023, sales cycles have only been getting longer and a lot more complicated. At this year’s SaaStr Annual , CEO and co-founder of Capchase Miguel Fernandez and Director of Marketing Rose Johnson share five tips for getting sales right in any market. Lay out the sales process early on.

Contract 112

Contract Price Healthcare Commission 112

Hubspot

APRIL 4, 2018

Good channels will open your up business to new sales opportunities. This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own. Either way, it means more unit sales for you and your team. If things come up, don’t be afraid to ask for an amended contract.

Territory 101

Territory Commission Contract Strategize 101