What’s the best way to manage your sales team?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

Make sure that no territory overlaps. Make sure that this is MECE (mutally exclusive and completely exhaustive). A very simple way to do this is geo. Wherever the headquarters of the client is, is where the lead is.

Danielle Morrill (Co-Founder & CEO at Mattermark)
22 Sales Tips From a First Time SaaS CEO

Have great comp plans post break even. We do 20% for month-to-month, 25% for annual – NO CAP.

Danielle Morrill (Co-Founder & CEO at Mattermark)
22 Sales Tips From a First Time SaaS CEO

Do 40-50 cold calls a day or 8-10 scheduled demos for awhile. Learn what it feels like to struggle with selling, and hit every objection.

Danielle Morrill (Co-Founder & CEO at Mattermark)
22 Sales Tips From a First Time SaaS CEO

Be ruthless about trying/disposing of email tools based on metric/campaign results. I’ve stuck with LeadGenius, PersistIQ and Send With Us.

Danielle Morrill (Co-Founder & CEO at Mattermark)
22 Sales Tips From a First Time SaaS CEO

One account manager per $1M ARR is a good rule of thumb for the first $5M (assuming LTV in the thousands).

Danielle Morrill (Co-Founder & CEO at Mattermark)
22 Sales Tips From a First Time SaaS CEO

Account management is more than glorified support. It should have a revenue expansion quota.

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

You have to feed the reps with leads. If you don’t give them enough leads your reps will be very unhappy. That’s why the distribution is so important.