Leadership
Leadership
How to set bonus and commission rates for SaaS SDRs
Now that we’ve set the quota for SDRs, it’s time to talk about how to set their bonus and commission rates. Before we dive in, let’s define some terms: Commission:...
Leadership, Product and Tools, Sales
How to set commission rates for SaaS salespeople
Now that we’ve set the quota for a salesperson, it’s time to talk about how to set commission rates. In the past, our CEO AJ Bruno wrote about his favorite...
Leadership
The worst sales compensation plan possible
We’re constantly thinking, talking, and writing about compensation plans (how to build one and which is our favorite for example)… In the ghastly spirit of Halloween, I wanted to write...
Leadership
Study overview: Bridging the gap to understanding your SDRs
Sales Development Reps (SDRs) play a key role in many B2B SaaS companies. They spearhead the efforts of generating leads and moving these leads through the top of the sales...
Leadership
How to set a SaaS sales quota
In a previous post, I wrote about my experience setting Sales Development Rep (SDR) quotas while I was running an SDR organization. But not all sales quotas are created equal....
Leadership
How to set a sales quota for SaaS Sales Development Reps
As Director of Sales Development, I ran a team of 40 Sales Development Representatives (SDRs) for about three years at a Software as a Service (SaaS) company in Austin, Texas....
Leadership, Sales
My favorite sales books
I hear the question “what’s your favorite sales book?” so often you’d think I would be tired of it, but that couldn’t be further from the truth. I can’t pick...
Company, Leadership
Lessons learned: Takeaways from QuotaPath’s launch
It was 11:45 p.m. on July 31st and I was furiously jumping between slack channels as we worked through the final details in preparation for our launch the very next...
Leadership
My Favorite Sales Compensation Plan
Update: Although this piece originally published in 2019, AJ has confirmed as of Dec. 9, 2021, that the following remains true today. Given my experience leading and running sales teams...
Leadership
Two traits that great sales reps share
I was having the same conversation with my managers each month when we got to our talent review meeting. Every month, we stacked ranked the team in three categories, “Outstanding,”...
Leadership
What makes a good sales compensation plan?
At least twice a week, I get asked about compensation plans: “What do you think of this?” “How can I get my team to buy into this plan?” “Have you...