Blog Posts, Compensation, Early, Sales, Sales
Q: What’s a healthy number of deals an Account Executive for a B2B SaaS company be working? How many is too many? Deal size is $4k/yr and sales cycle ~25…
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Blog Posts, Compensation, Hiring, Sales
I want to spend a few posts and some time on sales comp plans for early-ish stage SaaS companies (up to say $20m in ARR). Â Because almost all the sales…
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Blog Posts, Compensation, Early, Leadership
If I had 1 mentor, just 1, Who said: If you are at $10m ARR,Growing 100%,With 150% net revenue retention,With 80% viral and free lead acquisiton,And 50+ NPS,Then,You have already…
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Blog Posts, Compensation, Hiring, Sales
In SaaS, #1 most common misfire, with a bullet, is the VP/head of sales. In fact, there’s a VC saying that I used to really hate. It goes something like…
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Blog Posts, Compensation, Early
Q: How should shares in a startup be divided between 4 co-founders? If we have equal shares, what if one of us puts in a cash injection at a later…
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Blog Posts, Compensation, Hiring, Human Resources
If someone is looking for another job in Year 1, Even if they don’t take it … You’ve already basically lost them. Do more 1-on-1sGet more 360 feedbackTalk more I…
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Compensation, Early, Hiring, Leadership, Podcasts, Sales, Sales
Ep. 379: From how many reps to hire, to compensation models, here are the top 10 mistakes founders make when hiring their first sales teams and how to avoid them….
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Company Culture, Compensation, Leadership, Podcasts, Sales
Ep. 377: Dave McJannet is the CEO @ Hashicorp, one of the fastest-growing enterprise companies of our time providing consistent workflows to provision, secure, connect and run any infrastructure for…
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Blog Posts, Compensation, Q&A
Q:Â What amount of share options is fair? Boy this is a tough question. Options are rarely worth as much as anyone expects, unless the start-up is worth $10b+. One…
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Blog Posts, Compensation, Hiring, Sales
I’m not ashamed to admit that when I set up our first SaaS sales comp plan, I had no idea what I was doing. Â In my first start-up, yes, I…
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Blog Posts, Compensation, Q&A
Q: When should you raise the salary of your employees as a startup? A few thoughts to at least think about: Try to pay “market” to all your employees as…
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Q: How much equity should a CEO get in a startup? There’s no magical answer, but for venture-backed start-ups, for years VCs have aligned on around 6%-8% equity for a…
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Blog Posts, Compensation
Because it takes so, so long to make money from it. At least from very early-stage investing. So while not a young person’s game per se, it really helps to…
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Compensation, Customer Success, Early, Marketing, Metrics, Podcasts, SaaS Product Pricing, Sales, Sales
Ep. 309: David Skok is a General Partner @ Matrix Partners, the firm with a portfolio including the likes of Hubspot, ZenDesk, Quora, CloudBees and…
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Compensation, Q&A
Q: How would you deal with a situation if you realize months later that the sales system in your company has calculated the commissions much less than what your employees…
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