Article · About 20 min read

Sales AMA with Mark Roberge: Your Burning Questions Answered (Video + Transcript)

Mark Roberge · SaaStr Free Advanced

This is where the numbers live: the rep churn targets, the 25 percent attrition buffer he plans for, and why he will not let a sales manager carry a quota.

  • Roberge targets 10 to 20 percent annual sales rep churn: below 10 means you are not hiring or coaching hard enough, above 25 breaks the economics.
  • His span of control: one sales manager per six reps, four BDRs, and one or two customer success people.
  • The bar is LTV to CAC above 3 and payback under 12 to 15 months.
  • He hired for learning ability, not industry or even sales experience, and coached one or two issues at a time rather than twenty.
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The question it answers

  1. How does Mark Roberge turn sales hiring into a data problem instead of a gut call?

Read with it

  1. Video · Talk The Sales Acceleration Formula | Mark Roberge | Talks at Google Mark Roberge
  2. Six named failure modes including his Sustainable Moat Test, plus the promotion trap that catches almost every first time sales... SaaStr Article · About 12 min read The Most Common SaaS Sales Potholes and How to Avoid Them with Mark Roberge (Podcast #498 and Video) Mark Roberge
  3. The source text for the hiring, training and demand generation formulas, worth owning if you are the person who has to build a... Wiley Book · Book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Mark Roberge
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