Lesson 20 of 30: Scaling Your Sales Org 👨🏻💻
Move beyond founder-led sales. Build a professional SaaS sales team with the right metrics, performance, and comp structures for different market segments.
In this lesson, I share how to moving from founder-led sales to building a scalable and professional sales organization with the right metrics and performance.
I cover comp structures for mid-market and enterprise focus — and the differences of how to set up your sales team for an SMB, Mid-market, or Enterprise GTM strategy.
If you get value from this video and aren't already a member, we invite you to apply to join the community at SaasRise (for SaaS CEOs/Founders) or GrowthRise (for B2B Marketing & Sales Leaders).
This is just a sample of our upcoming live 16 week Done-With-You B2B SaaS Growth Program.
I discuss the role of marketing, SDRs, and customer success in generating awareness, interest, and action. I also discuss outbound prospecting and how to use your CSM team to and increasing average revenue per account. Here’s to building scalable revenue growth system inside your org as you build a mathematical revenue scaling machine.
Some key sales scaling benchmarks discussed:
- Total New ARR Per AE Per Year - $500k to $1M
- Total New ARR Per AE Per Year - 10x Variable Compensation or 5x Total OTE Compensation
- ARR Managed Per CSM - $1M to $2M (~20x Total Comp)
- New Demos Booked Per Outbound (Cold) SDR Per Week (3-10) — more for midmarket, fewer for enterprise
- New Demos Booked Per Inbound (Warm) SDR Per Week (5-15) - more than outbound since leads are warm
- Target NRR Per Year - 90% to 110% (Target 100%+)
Homework: Read this article “Simple Math to Set up a Sales Team” by David Sacks
We'll see you next time with more killer SaaS growth and scaling content.
In the meantime, check out our upcoming live 16 week Done-With-You B2B SaaS Growth Program, designed to be the best program for scaling B2B SaaS firms from $1M to $100M in ARR by building a predictable revenue machine and combining ABM lead list building with AI personalized outbound with scalable digital advertising.
The next cohort of the B2B Growth Program is starting soon - apply here to join us.
To your growth,
Ryan
Ryan Allis, CEO & Founder
SaasRise - For SaaS CEOs & Founders | www.saasrise.com
GrowthRise - For B2B Marketing & Sales Leaders | www.growthrise.com
Austin, TX
P.S. - Be sure check out GrowthRise, our new mastermind community for B2B Marketing & Sales Leaders at www.growthrise.com where we teach how to rapidly scale up revenue within a B2B firm. Send your Head of Marketing, Growth, or Sales to join us and we'll take good care of them!
About the Author:
Ryan Allis is the CEO and co-founder of SaasRise, the community for SaaS CEOs & founders, and GrowthRise, the comunity for B2B Marketing & Sales Leaders. Ryan founded and grew iContact as CEO to $50M ARR, sold it for $169M, and has an MBA from Harvard Business School. Today, Ryan is the top SaaS CEO coach for rapidly scaling up revenue and achieving $100M+ exits. He's coached and guided the CEOs of high growth B2B SaaS firms like Instantly, Clearstream, Seamless, Tatango, RNL, RXNT, Sojern, and many others.