Sales Hacker

AUGUST 26, 2021

It started with a simple approach: Here’s your quota? get paid commissions at 8%. Post your quota attainment ? get paid at 12% commissions. Complexity aside, a lot of reps have had at least one experience wherein their overall commissions didn’t match with all related criteria promised as part of the plan.

Commission 101

Commission Quota Sales Finance 101

Partners in Excellence

APRIL 24, 2023

When I read my feeds or listen to a lot of “experts,” the focus is always on hitting our quotas, maxing our commissions, achieving our goals. One imagines a sword of Damocles hanging over seller’s heads with the constant threat of making quota. The post Can We Be Helpful And Still Make Our Quotas?

Quota 117

Quota Commission Pipeline Pitch 117

SaaStr

JANUARY 13, 2023

Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats? If the upsells are super easy, and the reps don’t have to do much, rather than take away the commission … think about increasing the quotas. The post Dear SaaStr: How Do You Handle Commissions if the Customer Auto-Upgrades for More Seats?

Commission 89

Commission Customers Quota Follow-up 89

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. With sales targets in place, your team can create quotas to strive for and specific strategies for hitting those quotas.

Quota 116

Quota Territory Pipeline Sales 116

SaaStr

MAY 6, 2023

Dear SaaStr: As a salesperson, if you sell a multi-year SaaS deal, does the whole amount count towards your current year quota? First, what you pay on vs. quota retirement can vary. On commissions / pay-out: For start-ups where cash matters, I strongly suggest compensating the reps mainly on cash brought in.

Quota 84

Quota Commission Sell Contract 84

Lead Fuze

JULY 1, 2023

Understanding how to set sales quotas is a critical aspect of managing and driving a successful sales team. A well-structured quota system not only motivates your reps but also aligns their efforts with your company’s overall objectives.

Quota 52

Quota Growth Territory Commission 52

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? My impression is that he has chosen to paint all commissioned reps with a broad, not so complimentary, brush. I hope that I have misinterpreted his intentions!

Commission 48

Commission Quota Repeat business Referrals 48

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

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 93

Quota Territory Commission Sales 93

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 93

Commission Territory Quota Real Estate 93

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 72

Commission Closing Referrals Quota 72

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 100

Quota Territory Profit margin Growth 100

Engage Selling

MARCH 21, 2019

Financial compensation doesn’t have to be the only approach to commission. There’s another, perhaps more valuable approach which can further motivate your sales team to produce results. It’s time. Think about it. How often, in today’s world, do your sellers get real, … Read More »

Commission 86

Commission Drivers/motivators Sales Clients 86

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 85

Commission Contract Quota Customers 85

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 126

Commission Quota Negotiate Pitch 126

A Sales Guy

JULY 10, 2012

I like everything but the comment about quota, sales shouldn’t be about quotas “@iannarino: Solve Problems goo.gl/8NJz6 keenan it’s never about minimum requirements (quotas), that’s appropriate only if you’re paid a wage, commission sales are limitless/ cont. ” if there is no quota?

Quota 112

Quota Commission Drivers/motivators Sales 112

A Sales Guy

JULY 16, 2012

Community member Jeff Abbott commented on a recent post about how he’d like to better understand how quotas are set and by whom. The first thing you need to know about quotas is there are a lot of different ways to set them. Let’s start with the rules: Quota MUST align with the business objectives.

Quota 113

Quota Territory Commission Drivers/motivators 113

Veloxy

FEBRUARY 1, 2024

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. Quota Attainment Quota attainment is the ultimate measure of your sales team’s success. We will examine each of these metrics more closely.

Product 130

Product Quota Objectives and Key Results CRM 130

SaaStr

JUNE 26, 2019

It’s simplest probably to tie the commission payments to the quotas. If reps have monthly quotas, pay them monthly. If they have quarterly quotas, pay them quarterly. you’ll end up likely with both a fair amount of complexity in sales commissions and likely quarterly quotas. View original question on quora.

Commission 63

Commission Quota Contact Sales 63

Sales Hacker

SEPTEMBER 4, 2020

That means if you’re an SDR, there’s a 52% chance you’ll hit the phones hard, send tons of emails, and not even reach 90% quota. So why is quota attainment so bad for so many SDRs? SDR performance is rewarded with commissions, trophies, accolades, and a lot of visibility inside the organization.

Quota 115

Quota Meeting Cold Call Commission 115

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

Salesforce

NOVEMBER 28, 2023

Overcomplicate a sales compensation plan, and you’re left with sales reps who aren’t clear on their goals or hungry to hit their quota. It includes their regular salary — typically calculated as annual pay — and other financial incentives, like commissions for sales and bonuses for reaching targets.

Commission 64

Commission Territory Quota Objectives and Key Results 64

Tibor Shanto

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. This may also explain why nearly half of B2B sellers fail to deliver quota. (And It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

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 98

Commission Customers Drivers/motivators Sales 98

Membrain

MARCH 24, 2021

As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.

Commission 164

Commission Quota B2B Sales 164

SaaStr

DECEMBER 12, 2023

So quotas are relatively well understood, if sometimes complicated to get right in practice. And how many hit quota? While different data sources report different numbers, the companies themselves in the Keybanc Sapphire data report 80% hitting quota attainment. In any event, that’s good median data. 40% attainment?

Sell 109

Sell Quota Commission Contract 109

SaaStr

SEPTEMBER 9, 2022

But the math got tougher as we moved to $400k-$600k quotas, and it got tougher again as OTE expectations went up. SaaS companies and fintechs and pseudo-SaaS companies could end up paying out more than the entire year’s margin in the commission check. Either higher quotas, lower attainment, or for a while, even more venture capital.

Commission 121

Commission Quota Sales Closing 121

Sales Pop!

AUGUST 24, 2024

And as a result, for our nourishment, quota achievement and commissions, we really needed them as well. And at this point in the 2024 selling year, many of us seek to make up for earlier disappointments and lost commissions by making a big splash while there’s still time. 31 and your end-of-year quota performance.

Commission 52

Commission Quota Clients Up-sell 52

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 86

Commission Product Quota Drivers/motivators 86

A Sales Guy

JULY 24, 2012

Ok, I’m coming back to the quota discussion. My last post about quota focused on the importance of quota aligning with business objectives and business strategy. RULE 1: Quota MUST BE perceived as attainable. When quotas are not perceived as achievable, sales people just give up and don’t even try.

Quota 113

Quota Commission Territory Government 113

Partners in Excellence

FEBRUARY 22, 2023

” Based on the conversations I have with sellers and my social feeds, people seem to think salesmanship has to do with the following: Hitting quota, making commission. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

Commission 71

Commission Quota Negotiate Pitch 71

SaaStr

JULY 22, 2020

Commission that is a Relatively Low % of the Dea l. Relatively High Quota. You don’t make a lot on each deal, and with a high quota, it’s a big nut to hit. If they make too much, the quota was too low. E.g., no commission at all each month/quarter until you clear a hurdle.

Commission 145

Commission Quota Inside sales Sales 145

Tibor Shanto

JANUARY 25, 2022

There are several ways to slice this, but it needs to be surfaced in coaching and quota discussions more often. Those who have been commissioned on margin, generally become better sellers. The driving question being how do I take a territory from a 20% margin base, to 25%? You should be upgrading your base as often as your phone.

Commission 157

Commission Territory Negotiate Quota 157

SaaStr

AUGUST 10, 2021

Sales reps work on commission, and they are driven almost entirely by what they get the most commission for. If you have 40 hours a week to work, and 50%+ of your comp comes from commission … you’ll put those 40 into what you perceive to make you the most money. If for no other reason — Incentive Alignment. It’s just natural.

Commission 107

Commission Product Quota Sales 107

SaaStr

JUNE 30, 2024

For most partner programs, you may have to pay commissions twice. And put them on quotas, generally … but ones they can achieve. But why would they partner with you? If you don’t know … they won’t. The easiest way to start is to bring them a few big deals. Once to the partner, and again to your own sales / success team. Be patient.

Referrals 101

Referrals Commission Quota Service 101

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 58

Quota Manufacturing Assembly Line Sales 58

Cerebral Selling

JUNE 28, 2022

All too often, when our quotas and commissions are on the line near the final buzzer, we psych ourselves out and think that everything a customer asks for in the heat of a negotiation is critical. The reality is, it won’t be!

Negotiate 234

Negotiate Commission Quota Price 234