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How to Hire Software Sales Superstars

The software industry, along with many others, decades ago adopted a sales model we informally call “50/5/1/100,” shorthand for “a base salary of $50K, 5% commission, $1M in sales for a yearly salary of $100K.” These are highly idealized figures, but when you examine a number of different sales plans across different industries, including high tech and software, the outlines of this model usually appears. We were discussing the numbers and analysis in our new Softletter SaaS Direct Sales Compensation and Efficiency Report with Mitch Russo, former CEO of TimeSlips and COO of Sage, PLC, when he told us he’d been able to create high quality sales

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