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Spot on! Creating the right commission/compensation structure is super tough and crucial to create a scalable sales force. In my experience that's not the fir
by SteliE 13y ago
Spot on!
Creating the right commission/compensation structure is super tough and crucial to create a scalable sales force.
In my experience that's not the first challenge startup founders have when they start their sales team.
First, figure out what sales channels/models are predictable and repeatable for your product/market.
Once you've validated a lot of assumptions reg sales model you can move on and worry about sales execution & scalability etc.
And at that point you better bring in someone who's done it before and knows how to create commission structures that will work for your company
- sandGorgon 13y agowhat do you mean when you say "sales model" - is it the same as revenue structure ? I'm trying to understand startup B2B sales as well and I'm trying to understand "sales terminology 101 for tech founders"
- SteliE 13y agothanks for asking this question & sorry for the sales lingo :) when I say sales model what I mean is the most successful/feasible way to sell your product. is it via inside sales (people sending emails, making calls and giving online demos) or field sales ( people going door to door or flying to large enterprise customers for meetings etc) or a combination of both. are you getting your leads via marketing (inbound) or do you have to do cold outreach (outbound) or a combination of both. what tools and process do you use to sell what is the average time it takes you to close a deal what's the average deal size a sales person can close etc etc all these factors and a bunch more would make up your sales model. probably a good idea to write a post dedicated to this subject but I hope this clarifies it a bit :)
- troygoode 13y agosometimes called the "Playbook"
- sandGorgon 13y agothanks ! that helps. I hope you write that blog post ;)