The first time I did quota and commission planning I shared it with my team in a Monday morning meeting. One of the reps said innocuously, “When are you sending us our annual comp letters?”. I had no clue what they meant, but I nodded my head and told them to expect it any day. […]
Compensation
How to Not Blow Setting Quota for Your Sales Team
If you are fortunate enough to be running a mature sales organization, then the process of determining quota and compensation for the coming year is pretty straightforward. For the rest of us in startup land it’s a head-scratching, confounding exercise. Here’s how to not blow setting quota for your sales team. Take stock of […]
How to Create a SaaS Sales Compensation Plan
When I created my first SaaS comp plan, not only did I have no clue to start (I didn’t even know how to make a sales plan, let alone a comp plan), but there were also no available benchmarks or industry “rules of thumbs” so I literally just took a stab in the dark and […]
