Sales compensation plans play a critical role in the success and scaling of SaaS companies. The transition from founder-led sales to scalable, team-driven sales models can be challenging. The transition can stop companies from hitting the next level of ARR. Higher ARR, higher valuation. A well-designed sales compensation plan motivates teams, aligns with corporate objectives, […]
Sales Team
How to Analyze the Cost of Your First Sales Team
It’s our jobs as operators of our business to take calculated risks, but we also don’t want to blindly throw away hard-earned cash. When approaching a new investment, we must gather key inputs and assumptions from our team. Your SaaS CFO then performs her magic to scrutinize that investment. Does it pass or fail? An […]
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How to Forecast Your Sales Team Headcount While Scaling Bookings
Sales Team Headcount Forecast If you have a detailed forecast model, extending the forecast time frame by adding more columns is very easy. The hard part is scaling your expense base so that you don’t have unbelievable margin and net income expansion. One area of the P&L that I struggle with is the sales team […]