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11 results for “sales distribution”
Concept10 mentions across episodes
Distribution
Topic5 mentions across episodes
distribution
...sales reps truly involved in driving customer outcomes and creating customer value, I think is really healthy for the long term viability of a company. The days of the big sales rep with the fancy suit that comes in and does the big deal and then wal
48:45 / 49:46
from transcript48:45 – 49:46
...the sales cycle is done and the sales rep And so now, in that kind of a scenario, you need such a huge investment in marketing and such a huge investment in SDRs just to meet that bar of the expectations of the sales reps. Whereas, if sales reps are
16:29 / 17:42
from transcript16:29 – 17:42
...sales organization or an outside sales organization
22:29 / 23:34
from transcript22:29 – 23:34
So we have different markets that are more expensive for cost of living. So those are, a little bit higher of a total OTE. But as far as the comp structure, we do a 70% base, salary, and then we do 30% based off of their variable, which is tied to th
25:28 / 26:35
from transcript25:28 – 26:35
...the presales process so the customer can feel comfortable with the customer journey and how you're gonna make them successful, and they've got the confidence in that. So they know what they're buying into early on, and then we build these production
22:47 / 25:13
from transcript22:47 – 25:13
...process to be able to represent the organization for these larger, more marquee companies. But you wanna load balance that out across the leadership team. And speaking of kind of those big contracts, when you get them, I think the hardest thing is ac
32:08 / 33:23
from transcript32:08 – 33:23
And what I mean by that is, like, if we're doing, like, I don't know, PLG PLG but with expansion, but it's like small ACVs coming in five to 20 k ACVs versus big 100 k ACVs. Does that differ our expectations on stages and what should qualify? Yes. We
34:29 / 35:35
from transcript34:29 – 35:35
...SCs, Sales Engineers. They're all What's AMs? Account managers. So if you're a large account, you kind of have this relationship focus but strategic account manager. Which is CS, no? CS were traditionally designed as a function to onboard the custome
18:00 / 19:01
from transcript18:00 – 19:01
...sales? And and it's sort of a rough benchmark. You wanna be able to get three x. So there's productivity numbers. Right? Like, productivity is how we measure everything. As sort of a rule of thumb, my reps should be able to generate three times their
23:13 / 24:24
from transcript23:13 – 24:24
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