Here’s a quick overview of the most essential SaaS sales management metrics to track and surface to your team.
SaaS Sales Best Practices
Read, listen and watch SaaS sales best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators for guidance on sales, marketing, customer success, culture, and institutional readiness. And be sure to use the Sales Organization Maturity Report Card to get instant sales recommendations for your SaaS.
Calculate your SaaS Magic Number
An important SaaS metric that many operators overlook is the SaaS “Magic Number”, sales efficiency. This number will help you know how sustainable and capital-efficiency your sales and marketing is. Here’s how to calculate it.
Customer Onboarding Starts in the Sales Process.
The concept of “onboarding starting in the sales process” only truly applies to a SaaS company that has a sales team, and a product that requires an onboarding process. Many SaaS products are “sign and go,” and there is no setup or formal training needed. Think: Slack, DropBox, etc. Those types of SaaS tools are […]
Video: Tips for Creating Your SaaS Sales Comp Plan
More than anything, your sales comp plan needs to be simple to understand, easy to manage, and designed to motivate and incentivize your team. You will get what you incentivize, so plan carefully!
How to Execute a SaaS Land and Expand Strategy
A customer recently drew this on the whiteboard as we discussed land and expand strategies. In sales “Land and expand” usually refers to a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products & services. Nowhere does […]
