![]() Why? SaaS Enterprise Sales Compensation Plan It’s tested and proven.īut it didn’t work for me, for us. ![]() Once you are at $20 or $30m ARR or larger, or maybe, once you have 40-50 reps or more, and are adding another 40-50 or more a year … a Typical Bigger Company sales comp plan works well. My uber-learnings from that are that BigCo sales comps plans are great tools - once you are reasonably post-Scale. Then, as we first scaled up a sales team, we ended up literally copying Salesforce’s comp plan. Then at Adobe Sign / EchoSign I had some good - and painful - learnings. But I did all the sales myself, and stupidly, had no sales comp plan at all. I sold $6m our first year (man, that sounds good looking back on it). In my first start-up, yes, I sold to the enterprise. 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.
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