The Softletter SaaS Direct Sales Compensation and Efficiency Report

The Softletter SaaS Direct Sales Compensation and Efficiency Report

Purchase the Direct Sales Report

Report Summary

DESCRIPTION

Publication Date: New edition just released! Packed with invaluable benchmark information on:

  • Sales force organization and basic performance.
  • Quota and sales compensation.
  • Sales plan goals and achievement.
  • Sales tools usage and effectiveness.

OVERVIEW

With over 200 tables and graphs backed by informed analysis and commentary, cross referenced by company revenue, primary market, and company type,  The Softletter SaaS Direct Sales Compensation and Efficiency Report is a must purchase for any software company head of sales and marketing. Key sales metrics analyzed include close rates, compensation levels and models, variable compensation payment rates, quota achievement, sales plan performance, and much more.

For 80% of Software as a Service firms, direct sales is a critical part of their operations. There are many blog posts and sample plans and plenty of one-off advice, but few sources for hard data and information on what your peers and competitors are doing and how well it’s working. But just that sort of information is what you’ll find in The Softletter SaaS Direct  Sales Compensation and Efficiency Report.

LIMITED TIME PROMOTIONAL OFFER

Purchase The Softletter SaaS Direct Sales Compensation and Efficiency Report for $499 and receive a free copy of Softletter editor Rick Chapman’s book, SaaS Entrepreneur: The Definitive Guide to Succeeding in Your Cloud Application Business and The SaaS Entrepreneur Virtual DVD.

SaaS Entrepreneur is 400 pages of comprehensive and up-to-date information on the SaaS business model, covering everything from integrating analytics into your system to case studies on restructuring a sales force to sell SaaS (and also includes a complete sample comp plan.)

The SaaS Entrepreneur Virtual DVD contains success and goal checklists outlining in detail the different steps you must take to build your business programs and operations as well as spreadsheets and template to assist you further. Both items are invaluable to any SaaS company and represent an additional $50 savings with your purchase of the Direct Sales Report.

SCOPE

  • Comprehensive insight into SaaS direct sales compensation across industry sectors.
  • Up-to-date benchmarks, metrics and best practices information on compensating your direct sales force.
  • Covers everything from base pay rates and variable compensation to sales close periods and yearly sales plan achievement.
  • Information cross-referenced by company revenue size, stage of development and revenue size of primary customers.

WHO SHOULD BUY

  • Senior managers at Software as a Service (SaaS) firms who are building or have created direct sales forces.
  • Personnel with CEO, CSO (chief sales officer), VP of Sales, VP of Sales and Marketing, Director of Sales, and Sales Team Manager titles.
Read Complete Table of Contents

Introduction and Methodologies

Company Profiles and Demographics
Company Development Stage
Company Revenues
What Is the Primary Market for Your Software and Services?
What is the average revenue size of the companies who purchase your software and services?

Sales Force Organization and Basic Performance

Do you sell your software/services via a direct sales force?
Do you sell your software/services via a direct sales force Xtab Revenue
Does your company have a separate sales team responsible for renewals?
How is your sales force primarily organized?
How is your sales force primarily organized?Xtab Company Revenue
How is your sales force primarily organized?Xtab Revenue
How is your sales force primarily organized?Xtab Development Stage
On average, how long does it take for a new direct sale to close?
On average, how long does it take for a new direct sale to close?Xtab
Company Revenue
On average, how long does it take for a new direct sale to close?Xtab Revenue
On average, how long does it take for a new direct sales personto close their first sale?
On average, how long does it take for a new direct sales person to close their first sale?Xtab Company Revenue
On average, how long does it take for a new direct sales person to close their first sale?Xtab Development
How soon do your direct sales personnel receive their variable compensation after the close of a sale?
How soon do your direct sales personnel receive their variable compensation after the close of a sale?Xtab Company Revenue

Quota and Direct Sales Representative Compensation

If your direct sales representatives reached their sales targets, quota’s and/or bonuses as prescribed, what is their annual total “on target earnings” or OTE (including base salary and all other money payments)?
If your direct sales representatives reached their sales targets, quota’s and/or bonuses as prescribed, what is their annual total “on target earnings” or OTE (including base salary and all other money payments)?
Xtab Company RevenueIf your direct sales representatives reached their sales targets, quota’s and/or bonuses as prescribed, what is their annual total “on target earnings” or OTE (including base salary and all other money payments)?Xtab Revenue
Which direct sales count towards your representatives quota/personal sales goals?
Which direct sales count towards your representatives quota/personal sales goals?Xtab Company Revenue
Are your direct sales representatives measured and compensated for maintaining customer satisfaction with existing accounts?
Are your direct sales representatives measured and compensated for maintaining customer satisfaction with existing accounts?Xtab Revenue
Please provide the average percentage of your direct sales rep’s compensation that is tied to maintaining customer satisfaction with existing accounts?
Please provide the average percentage of your direct sales rep’s compensation that is tied to maintaining customer satisfaction with existing accounts?Xtab Company Revenue
Please provide the average percentage of your direct sales rep’s compensation that is tied to maintaining customer satisfaction with existing accounts?Xtab Revenue
What is the primary compensation method for your sales representatives?
What is the average yearly sales quota assigned to your direct sales representatives who receive a base salary plus commissions?
What is the average yearly sales quota assigned to your direct sales representatives who receive a base salary plus commissions? Xtab Company Revenue
What is the average yearly sales quota assigned to your direct sales representatives? Xtab Company Revenue
What is the average yearly base salary of your direct sales representatives who are compensated via a base salary and commission?
What is the average yearly base salary of your direct sales representatives who are compensated via a base salary and commission?Xtab Company Revenue
What is the average yearly base salary of your direct sales representatives who are compensated via a base salary and commission?Xtab Revenue
When you pay variable compensation(commissions) for new SaaS business, on what basis is your direct sale force paid?
When you pay variable compensation(commissions) for new SaaS business, on what basis is your direct sale force paid?Xtab Company Revenue
When you pay variable compensation(commissions) for new SaaS business, on what basis is your direct sale force paid?Xtab Revenue

Commission Structures and Percentages

What is the average variable commission compensation paid to your sales representatives who also receive a base salary?
What is the average variable commission compensation paid to your sales representatives who also receive a base salary?Xtab Company Revenue
What is the average variable commission compensation paid to your sales representatives who also receive a base salary?Xtab Revenue
If a direct sales representative being paid on a base plus commission basis exceeds quota, how are they typically compensated?
Please indicate below how much increase in marginal commission payments a sales representativereceives as compensation for their exceeding quota.
Do you cap the sales commission’s of direct sales representative being paid on a base plus commission basis?
Do you cap the sales commission’s of direct sales representative being paid on a base plus commission basis?Xtab Revenue
What is the average yearly base salary of your direct sales representatives who are compensated via salary only?
What is the average yearly base salary of your direct sales representatives who are compensated via salary and incentive bonus (es)?
For base salary plus incentive bonus(es) payment, what is your primary method of paying a bonus?
Please enter the average variable commission compensation paid to your direct sales commission-only representatives
If a direct sales representative being paid on a commission-only basis exceeds quota, how are they typically compensated?

Sales Plan Performance and Metrics

Did you meet or exceed your yearly direct sales plan?
Did you meet or exceed your yearly direct sales plan?Xtab Company Revenue
Did you meet or exceed your yearly direct sales plan?Xtab Revenue
By what percentage did you exceed your direct sales plan?
By what percentage did you exceed your direct sales plan?Xtab Company Revenue
By what percentage did you exceed your direct sales plan?Xtab Revenue
How often does your company change its direct sales compensation plan?
How often does your company change its direct sales compensation plan?Xtab Company Revenue
How often does your company change its direct sales compensation plan?Xtab Revenue
Are direct sales managers measured and rewarded based on meeting and exceeding direct sales targets?
Are direct sales managers measured and rewarded based on meeting and exceeding direct sales targets?Xtab Company Revenue
Are direct sales managers measured and rewarded based on meeting and exceeding direct sales targets?Xtab Revenue
What percentage of a direct sales manager’s overall compensation is tied directly to their sales team’s performance?
What percentage of a direct sales manager’s overall compensation is tied directly to their sales team’s performance?Xtab Company Revenue
How frequently are direct sales targets set and measured?
How frequently are direct sales targets set and measured?Xtab Company Revenue
How frequently are direct sales targets set and measured?Xtab Company Revenue
What percentage of your total direct sales is achieved by the top performing 20% of your representatives?
What percentage of your total direct sales is achieved by the top performing 20% of your representatives?Xtab Development Stage
What percentage of your total direct sales is achieved by the top performing 20% of your representatives?Xtab Revenue

Sales Force Tools and Incentive Programs

Do you use sales compensation software such as Callidus, Xactly et al to manage your sales compensation payments?
Do you use sales compensation software such as Callidus, Xactly et al to manage your sales compensation payments? Xtab Company Revenue
Please tell us what sales compensation software you use you use sales compensation software such as Callidus, Xactly et al to manage your sales compensation payments?
Please rank your satisfaction with your current sales compensation software
How do you manage configuration, pricing and quoting for your sales force?
How do you manage configuration, pricing and quoting for your sales force? Xtab Company Revenue
Please tell us what CPQ software you use you use for quoting and configuration management.
When hiring new sales representatives, how do you recruit and hire? (Please check all that apply).
What is your predominant method of hiring sales personnel?
Upon hiring, what methods do you use to train and prepare your newly hired sales reps? (Please check all that apply) is your predominant method of hiring sales personnel?
Do you have an ongoing sales training program?
How often are sales personnel required to be trained?
Does your company use sales consultants and/or sales engineers (SEs) to assist sales representatives with customer demonstrations, answer technical questions, etc?
What is the ratio of sales consultants/engineers to sales representatives?
Does your company offer a “President’s Club” or similar annual trip to members of the sales team for meeting 100% or higher achievement of quota?
What is the average budget or cost of the “club” incentive per sales person?

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