Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Question

Accepted Answer

"Advantageous" has many possible meanings, but I'll give it a shot.If you're talking strictly financial, the larger segments (Enterprise / Strategic) will have the best potential there. But these accounts are a much slower, complex, and sometimes frustrating sale. The Commercial space, in my opinion, is a sweet spot, where you can earn good money, but it's a bit higher volume and faster pace. Whereas with SMB, you're working with really small accounts and also not making great money. I would definitely say the Skills side of the house is much better to sell for than the Flow side - Flow is a very difficult and slow sale.

Answer

The sales org is structured kind of like an MLM pyramid.

BDR managers get paid on BDR output (pipe generation/ accepted MQO's month over month, closed billings as it relates to targets), Sales leaders get paid the same way for the AE teams they support (and this repeats up to the top of the pyramid), so on and so forth.

As a result of this structure, a portion of your OTE (was 50% when I left) is contingent on the team performance as a whole, if you're on the commercial team you get paid out on the entire commercial team's performance. If the team hits 100% of their goal you get 100% of your expected pay, if they hit 20% of their goal, you get 20% of your pay.

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Anonymous Q&A

Which divisions, regions, or business units may be more or most advantageous to sell for and why?