Steal the new model for the anti-bloated, recession-proof sales team

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1. 9:50

   new business and you spent $4 million in sales and marketing, and your boss says, last year you generated $3 million in new business. This year we want you to generate $6 million in new business. You need to understand that there's a cost associated with that, and it's likely going to be proportional to what you historically have spent. So again, takeaway number two is do not just build a headcount capacity model. “Build a waterfall pipeline generation model to understand how you're going to get to your” revenue target and whether that target makes sense given how much you're going to spend. In just a second, but I was always told never engage with people in the comments But you've taken this to another level where you decided to engage someone from the comments and bring them on

   In Activity-to-pipeline math

2. 9:50

   new business and you spent $4 million in sales and marketing, and your boss says, last year you generated $3 million in new business. This year we want you to generate $6 million in new business. You need to understand that there's a cost associated with that, and it's likely going to be proportional to what you historically have spent. So again, takeaway number two is do not just build a headcount capacity model. “Build a waterfall pipeline generation model to understand how you're going to get to your” revenue target and whether that target makes sense given how much you're going to spend. In just a second, but I was always told never engage with people in the comments But you've taken this to another level where you decided to engage someone from the comments and bring them on

   In Funnel math

3. 22:04

   to that point is super compelling. I think the question I would hit back to you is probably depends on the go-to-market motion, the deal size, but what do you think about frequency of commission payments? Because there's some people that say, like, let's pay every month. “If you don't design it right, so maybe it's like annual accelerators but monthly quota,” you obviously have these moments where, like, you have a great month, you start hiding deals for one specific month, you get into the accelerators, and then the next month you get a zero, but it blends out to, like, a much higher quota payout rate. What do you think about sort of, like, the frequency and the timing of accelerators? I'll go ahead, Armand.

   In Compensation and quotas

4. 22:09

   I think the question I would hit back to you is probably depends on the go-to-market motion, the deal size, but what do you think about frequency of commission payments? Because there's some people that say, like, let's pay every month. If you don't design it right, so maybe it's like annual accelerators but monthly quota, “you obviously have these moments where, like, you have a great month, you start hiding deals” for one specific month, you get into the accelerators, and then the next month you get a zero, but it blends out to, like, a much higher quota payout rate. What do you think about sort of, like, the frequency and the timing of accelerators? I'll go ahead, Armand. I was actually going to ask, before we jump into the comp side, Sam, you mentioned one thing. Do you mind if I dig in on it a little bit?

   In Quota accelerators and decelerators

5. 39:36

   For a long time, Outreach could partner with Gong, and then everybody's roadmap ended up in the same place, and it became hard to partner. Like Clary, Gong, and Outreach, they can't really partner anymore because they're all kind of doing some variation of the same thing. But if you can find people that you're not directly competing with, there's a lot of opportunities using some kind of platform like Crossbeam or Reveal or whatever it may “be to figure out where is the overlap, and then how do we tackle these accounts together.” And then the last thing I would say is, again, some kind of community play, which is really – you know, Latney would call it the CMO – I think she's CRO now because she's a badass – of Sixth Sense, she would call it the dark web. Like figure out where are your customers talking about products that are not manifestly visible on G2.

   In Joint account planning

6. 42:45

   us punt at the beginning, which is. This is one way to hit the $10 million goal. If you're going from seven to 10 is you can generate more pipeline proportionally. The other way to hit the $10 million goal is to generate maybe not as much pipeline, but you raise your win rates, right? “So you can raise your win rates on the same basis of pipeline generation.” And one way that Sam talked about doing that was performance-based routing, AKA throw the ball to throw the ball to Jordan, AKA give your best leads to your best sellers. So Mark, I'll hand it to you on this one. I don't know how many people have read this book, but if you haven't, you should. It's a, it's by Malcolm Gladwell. It's called tipping point.

   In Win rates