Video · 26 min

CRO Confidential: Sales Comp, Quotas & Recruiting with Jason Lemkin and Sam Blond of Founders Fund

Jason Lemkin and Sam Blond · SaaStr Free Beginner

CRO Confidential: Sales Comp, Quotas & Recruiting with Jason Lemkin and Sam Blond of Founders Fund

Two people who have set a first rep's number many times argue it out: how quota relates to OTE, what to guarantee during ramp, and when a miss is the plan's fault rather than the rep's. It gives you the judgement the multiplier rules leave out.

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The question it answers

  1. What is a fair quota for my first rep when we have no history to go on?

Read with it

  1. The clearest arithmetic anywhere on rep economics: the rule of 10 for quota against base, four months to productivity, draws... Craft Ventures Essay · 12 min read Simple Math to Set Up a Sales Team David Sacks
  2. Written for Indian SaaS founders by the Everstage CEO, ex Freshworks. It gives the working numbers: quota period must be at... SaaSBoomi Article · 10 min read Getting the Quotas Right for Your SaaS Sales Teams Siva Rajamani
  3. The headcount question answered as arithmetic: revenue target divided by revenue per rep and capacity utilisation, with ramp... Everstage Article · 12 min read Sales Capacity Planning Everstage
  4. The numbers you want when arguing about a plan: median commission around 11.5 percent of ACV, AE pay mix near 53:47, quota to... Everstage Report · 12 min read SaaS Sales Compensation Benchmarks: Trends and Best Practices Everstage
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