2 ms·
> he said during the call that nearly all of Salesforce’s “annual contract value was being delivered by 50 percent of sales account executives.” I wonder what
by gnicholas 4y ago
> he said during the call that nearly all of Salesforce’s “annual contract value was being delivered by 50 percent of sales account executives.”
I wonder what this was in previous years — surely it wouldn't have been remotely close to 1-to-1. Also, are the other account executives just sitting around doing nothing, or are they actively managing and selling into markets that just don't have many/any big customers?
- yunohn 4y agoI’m surprised he didn’t just say 80/20. Sales gets assigned regions/verticals/etc and you can’t have everyone on the /biggest/ clients. Obviously, you need to nurture and not ignore the others. So what’s his actual point then?
- theGnuMe 4y agoLooking at the numbers since 2020, their cost of revenue has gone up inline with the revenue gains so I guess that means they aren't getting enough productivity. Basically they have to hire to X% to get that X% increase in revenue. It's been this way since 2020 apparently at about X between 25-30%. My guess is that new revenue has a high support burden and acquisition cost. So is everyone overworked? Are new hires not getting up to speed quickly enough? It doesn't seem like a new problem though... Can more experienced folks transition to new customers to speed onboarding? Or are they tied up supporting larger accounts? Is or can salesforce be self-service and to what extent? I have no experience with it but I know salesforce developer is a role most companies have.
- dv_dt 4y agoMy first thought is that any given year it maybe be a different set of accounts delivering the bulk of the ACV.