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This is a good observation. If we didn't track metrics, we would end up paying a lot to under-performers. Quotas, in our view, are correlated but slightly diff

by tyre 11y ago

This is a good observation. If we didn't track metrics, we would end up paying a lot to under-performers. Quotas, in our view, are correlated but slightly different and not a great way to encourage reps to close quality deals. Quotas are dependent on what we believe a rep should be closing. If they are consistently not hitting their quota, we'll try to figure out why (not enough outreach, lower-than-expected conversion to demo or demo to purchase) and, if things don't turn around, they would be let go. Same as any other job. In terms of compensation, our commissions are paid on a recurring monthly basis[1]. Consistently performing at a higher level means compounded growth of income. We based this on the excellent features of SaaS recurring revenue (stability + compound revenue generation) to further incentivize long-term sales thinking. Also, as the product expands, that FYE/TAM ratio gets higher. So in a year or two, that commission/OTE ratio is different as we enter into a higher growth stage. That will encourage more outlier behaviour and make the differences between good and great more pronounced, but at this point we are small so that is less of an issue. We can closely track performance. [1]: http://meditations.seneca.systems/rethinking-sales-commissions-for-saas/ http://meditations.seneca.systems/rethinking-sales-commissio...

djrogers 11y ago
I hope it works out for you, but I don't work with (m)any reps who'd jump at that kind of deal. On your end, metrics don't fix the retention problem. On the reps end, you're missing a lot of emotional and phsychological drivers that sales people crave 1) no windfall opportunity - your rolling monthly commission eliminates any chance that someone is going to earn a six figure commission check by landing a whale. While most reps never or rarely pull that off, it is a huge motivator to both the rep who does it and his/her peers. 2) can you say handcuffs? A rep isnt going to want to get in to a situation where they know the only way they will ever get paid on the true LTV of all their customers is by staying with you until the company dies (not that it will). You might think this will improve retention, but t will also drive away a TON of good and great sales reps. 3) you're going to burn them out - using your example of a rep who closes (and gets paid monthly) on 10 new customers a year, your most successful reps are going to overloaded in short order. This leads to ignored customers and stressed sales teams. The normal way of handling this is to progressively cut a reps territory and/or account list, which works fine if they've been fully compensated for the customers LTV, but if you take half of someone's landed accounts off their monthly rolling commission you're going to have a revolt. Again, I hope this works for you, but I have my doubts.

by tyre 11y ago

djrogers 11y ago

I hope it works out for you, but I don't work with (m)any reps who'd jump at that kind of deal. On your end, metrics don't fix the retention problem. On the reps end, you're missing a lot of emotional and phsychological drivers that sales people crave 1) no windfall opportunity - your rolling monthly commission eliminates any chance that someone is going to earn a six figure commission check by landing a whale. While most reps never or rarely pull that off, it is a huge motivator to both the rep who does it and his/her peers. 2) can you say handcuffs? A rep isnt going to want to get in to a situation where they know the only way they will ever get paid on the true LTV of all their customers is by staying with you until the company dies (not that it will). You might think this will improve retention, but t will also drive away a TON of good and great sales reps. 3) you're going to burn them out - using your example of a rep who closes (and gets paid monthly) on 10 new customers a year, your most successful reps are going to overloaded in short order. This leads to ignored customers and stressed sales teams. The normal way of handling this is to progressively cut a reps territory and/or account list, which works fine if they've been fully compensated for the customers LTV, but if you take half of someone's landed accounts off their monthly rolling commission you're going to have a revolt. Again, I hope this works for you, but I have my doubts.