Dear SaaStr: What Percentage of Software Sales Reps Have Earned Over $1m a Year?
Dear SaaStr: What Percentage of Software Sales Reps Have Earned Over $1m a Year? It’s rare and it’s tough in SaaS as a sales rep to earn a fairly stunning $1,000,000 a year. But … it’s not impossible. I remember the first time I saw a rep make...
Dear SaaStr: What Sales Comp Plan Should I Use For Our Very First Sales Rep?
Dear SaaStr: What Sales Comp Plan Should I Use For Our Very First Sales Rep? At the end of the day you have to solve for two things: A plan that gives the reps a living, fair wage; and A plan that you know and feel is accretive to the company. Sales reps have to be...
8 Ways To Motivate The Sales Team After A Rough Patch with SaaStr CEO Jason Lemkin (Pod 620 + Video)
The last half of the year has been rough for some, but Cloud and SaaS aren’t dead. When a rocketship blasts into space, like the explosive buying and growth during the Boom of the last two years, it eventually has to decelerate. Deceleration doesn’t mean recession or...
Building a 10x Team: 4 Pillars For Creating a Generalist Team With Expensify COO Anu Muralidharan (Video)
What does successful company growth look like? Lots of SaaS founders are preoccupied with employee headcount as an important growth metric, but this indicator is not always true. Anu Muralidharan, COO at Expensify, says, “When a company is small, every single employee...
Dear SaaStr: What Is a Fair Amount of Equity for a Late Co-Founder?
Dear SaaStr: What Is a Fair Amount of Equity for a Late Co-Founder With 2 Original Founders? The “late” co-founder seems more and more common to me these days. I call them ex post facto co-founders. And they are wonderful. You absolutely can find a just epic...
A Framework For Your First SaaS Sales Comp Plan
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. In my first start-up, yes, I sold to the enterprise. I sold $6m our first year (that sounds pretty good looking back on it). But I did all the sales...
Dear SaaStr: When Should You Give Raises? And To Whom?
Dear SaaStr: 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 soon as you can. Some folks that join a start-up will be OK taking a salary cut when you have almost no...
Scaling Faster, Part 2: An AMA with SaaStr Founder & CEO Jason Lemkin (Pod 583)
Jason recently opened up an AMA on Twitter Spaces to answer questions about how to scale faster. Episode 583 of the podcast is an excerpt from the recording, and you can find the full transcript below. Jason Lemkin: Super interesting times this week! There’s so much...
Dear SaaStr: At What Point Should Founders Pay Themselves a Market Salary?
Dear SaaStr: At What Point Should Founders Pay Themselves a Market Salary? The right answer is: just as soon as the company can afford it. Taking a market salary when cash is very tight is, at best, penny-wise and pound foolish. If you own 20%-30%–50% of a company,...
Dear SaaStr: How Much Equity Do You Give to Extremely Early Employees?
Dear SaaStr: How Much Equity Do You Give to Extremely Early Employees? It’s a tough one because they really do deserve a lot. You really want to give the early folks a ton. At least — the very best ones. But the pie only adds up to 100%. So my rough rule: Do 3x what...
16 Ways to Level Up in 2022 with SaaStr Founder Jason Lemkin (Pod 566 + Video)
At SaaStr Europa 2022, Jason shared the results of 16 SaaStr LinkedIn polls and discusses where he thinks SaaS companies are on track or need improvement.
There Are Never Enough Stock Options To Go Around
Dear SaaStr: 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 big problem: the pie only adds up to 100%. That sounds silly, but it isn’t. You literally...
BowtiedCocoon: Top SaaS SMB AEs have $125k OTEs. But The Best Ones Make $261k.
Ok, I have to admit, I don’t know BowtiedCocoon on Twitter but the research from LinkedIn they put together looks really solid and consistent with all my data. And it’s super helpful. Per LinkedIn data, SMB AEs at some of the top SaaS and B2B companies...
How to Build a High-Performing and Data-Driven Inside Sales team at Scale with WalkMe’s VP of Sales, Aliisa Rosenthal (Video)
Aliisa Rosenthal, VP of Sales at WalkMe, shares her insights on developing a powerhouse inside sales team at scale to succeed in today’s customer-driven marketplace.
Founder SaaStr
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