2017 SaaS Sales Management Benchmarking Report

2017 SaaS Sales Management Benchmarking Report

2017 SaaS Sales Management Benchmarking Report

$ 4,995

GET THE DATA YOU NEED TO OPTIMIZE YOUR SAAS SALES ORGANIZATION LAUNCH YOUR 2018 SALES PLAN WITH CONFIDENCE

OPEXEngine’s SaaS Sales Management Benchmarking Report delivers the latest benchmarks for private and public SaaS companies. Through a special offer with Obero, this report is offered at a special sale price of 50% off through Dec. 31, 2017.

The benchmarking report details:

  • Sales headcount;
  • Sales expense as a percentage of revenue;
  • Total sales compensation and benefits expense and per person;
  • Sales productivity analysis;
  • Sales compensation structures; and
  • Sales and marketing spend and revenue growth rates for market-leading public SaaS companies in the Bessemer Cloud Index

Sales is the biggest driver of growth in SaaS companies—median spending on the sales department typically runs from 30-50% of revenues. This proprietary benchmarking report is invaluable for sales leaders to ensure they are getting the most productivity from their salesforce, and optimizing structures along best practices in the SaaS industry. Benchmark your sales expenses, headcount, and productivity against peers and market leaders and set the optimal budget and structure for 2018.

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Description

The 30 page report contains detailed analysis on:

1. HEADCOUNTS

  • Total Sales FTEs by Revenue Segment
  • New Account Reps by Revenue Segment
  • Expansion and Renewal Reps by Revenue Segment

2. SALES EXPENSE AND COMPENSATION

  • Average Total Sales Expense as a % of Total Recognized Revenue by Revenue Segment
  • Sales Compensation & Benefits Expense as a % of Total Sales Expense by Revenue Segment
  • Sales Expense per Sales Employee by Revenue Segment
  • Sales Compensation and Benefits Expense by Sales Employee by Revenue Segment

3. SALES PRODUCTIVITY

  • Recognized Revenue per Sales FTE by Revenue Segment
  • Bookings per Sales FTE by Revenue Segment
  • Bookings per New Customer Rep by Revenue Segment
  • Multiple of Total Sales Expense per Sales FTE to ARR per Sales FTE by Revenue Segment
  • Multiple of Total Sales & Marketing Expense per Sales & Marketing FTE to ARR per Sales & Marketing FTE by Revenue Segment

4. SALES COMPENSATION STRUCTURES

  • Variable % of OTE by Position by Revenue Segment
  • Quota to OTE Multiples by Position by Revenue Segment
  • Commission Rates by Position by Revenue Segment
  • Quota Calculation Time Period by Revenue Segment
  • Commissions Basis by Revenue Segment
  • Compensation Plan Goals by Revenue Segment

5. QUOTA POLICIES

  • Can New Account Reps Continue Selling to Accounts After First Booking?
  • Are Reps Allowed to Sell >12 Month Contracts?
  • Do New Account Reps Have a Separate Professional Services Quota?

6. SALES ANALYTICS

  • Sales Analytics, Forecasting Tools, and Systems Used

7. PUBLIC COMPANY FINANCIALS: Sales and Marketing Expense, Revenue Growth Rates and Market Caps

  • $100M – $200M Companies
  • $200M – $500M Companies

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