Saascollective Blog

A plea for more cohorts in sales
SaaS Sales Process

A plea for more cohorts in sales

Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs, so a month-on-month comparison approach to funnel analytics would already be an improvement. Nevertheless, the blended conversion rates on those month-on-month comparisons, don’t give actual insights about process improvements or individual improvements made over time. Hence, a plea for actionable sales cohorts per sales rep.

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KPIs to evaluate sales MANAGERS
Sales Management

KPIs to evaluate sales MANAGERS

This article sheds a light on actionable KPIs to measure the performance of managers. Sales reps are transparent, everything is measured. Sales managers, however, only need to report realized revenue numbers – something that they do not directly influence.

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Momentum vs. learning: How to react to bad sales calls?
SaaS

Momentum vs. learning: How to react to bad sales calls?

On the one hand, we should sustain momentum after a bad call, make more calls, and not dwell on the bad experience, but we probably will not learn. On the other hand, we should stop, reflect, adjust & learn, but then probably lose our ‘flow’. How to combine positive ‘blinders’ thinking with learning from every given opportunity?

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Specialized vs. Full-cycle sales - when should we let sales reps own the entire sales funnel?
SaaS

Specialized vs. Full-cycle sales – when should we let sales reps own the entire sales funnel?

Predictable Revenue has defined a sales process that >95% of all SaaS companies adhere to – specialization. The main argument is ‘people do few things better’. Recently, however, more and more SaaS companies have opted back to the more traditional full-cycle sales process. This article describes the arguments of each side and tries to point the reader in the appropriate direction.

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