FedBizOps

Director, Business Development

Federal Civ & Defense Sales - Happy to help

Curious if anyone out there has recently been given federal / defense accounts and is wondering what to do with them. I've been successful the last several appropriation cycles and would happily give my 2 cents!

I started about six years ago without knowledge of fed sales, but I have learned to love the territory.

👑 Sales Strategy

😎 Sales Skills

💡 Education/Resources

7 comments

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Maximas

Tycoon

Senior Sales Executive

Is it cool out there and what are the key differences between Fed Accounts and the others mainly in terms of the commission structure?

FedBizOps

Good Citizen

Director, Business Development

Not sure what you mean by "cool out there," but your fed team comp structure will have everything to do with where your business is in pursuing the market + what you are selling, and the pathways that exist for government to buy.

Early days: throw the projections out the window. Go heavy base with 1-3 people and tie spot bonuses to key milestones like contract vehicle capture, ATOs, SBIR awards, etc.

If you are more established with some contracts and have your ideal customer profiles somewhat built out, comp should be a 60/40 split base/variable with either 6-month or annual quotas.

Understand the difference between “capture” and sales.
Capture-oriented reps are almost more project managers that lead cross-functional teams pursuing contract vehicle awards. In contrast, sales reps should be focused on ensuring the vehicles your capture team wins are used to purchase your goods/services.

Capture reps are almost exclusively comped heavy base w/annual bonus related to vehicle pursuit, while sales reps are more in line with that 60/40 split I mentioned above.

Maximas

Tycoon

Senior Sales Executive

Thanks for the feedback, I meant is it better with comparison with B2B selling!

Justatitle

Big Shot

Account Executive

how long is the procurement cycle?

FedBizOps

Good Citizen

Director, Business Development

Depends on what you sell…I’ve gotten things done in less than a month and as long as 18-months.

CuriousFox

WR Officer

🦊

@LordOfWar

aenima

Celebrated Contributor

Principal Account Manager

1) what’s your quota

2) what are you selling

3) did your company already have relationships and record of performance

4) what split between capture and standard direct sales

5) what percent of your revenue goes through an SI vs direct

6) on a scale from 8 to 10, how corrupt is it?

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FedBizOps

Federal Civ & Defense Sales - Happy to help

7 comments

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