Podcast · 8 min

Should CSMs have CSQL quotas? CS Community India Podcast Series #1

As Far As I Know Free Advanced India

Should CSMs have CSQL quotas? CS Community India Podcast Series #1

The quota-on-CSMs argument as Indian CS leaders actually have it, including the middle path of sourcing qualified leads rather than carrying a revenue number. Short, and it names the trust cost either way.

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The question it answers

  1. Should my CSMs carry a quota?

Read with it

  1. Kellogg's argument that churn has too many definitions to be trustworthy, and that private companies should measure NDR the way... Kellblog Essay · 10 min read plus slides Churn is Dead, Long Live Net Dollar Retention Dave Kellogg
  2. The Gainsight CEO on why CS should own an NDR number rather than just a churn number, including the idea of giving every CSM... Gainsight Article · 8 min read 8 Things I Learned from Dave Kellogg About Net Dollar Retention Nick Mehta
  3. Lays out the three real ways to organise a CS team (by segment, by lifecycle stage, by engagement model) and what each one... Gainsight Article · 16 min read Customer Success Team Structure: The Ultimate Guide Gainsight
  4. Concrete splits (70/30 or 80/20 base to variable) and the key design warning: pay on gross retention as well as NRR, or CSMs... CS RevSpeak Article · 13 min read The Ultimate Guide to Structuring a Compensation Plan for Quota-Carrying CS Teams Angeline Gavino
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