spaceman

Sales

What are some of the best comp plans you've seen for upsell/crossell/retention?

What are some of the best comp plans you've seen for someone who is in an upsell/cross selling role?

What about if retention (maybe general retention, or renewal, or saving high churn-risk accounts) is part of the mix?

Are you seeing 50/50 base/ote like you would with like a normal upsell AE, or does it tend to skew towards higher bases? What have you seen that is motivating and encouraging to someone in this type of role?

Context: Our co is pretty new at upsell/cross sell/retention. We have a team of reps who are incentivized on a mix of expansion revenue, and they can also earn for some retention metrics i.e. if an account is high churn risk and they can jump in and help it.

Seems like at a lot of companies call this a CSM/Account Manager but ours report up through sales and are comped a lot more like your normal sales person (50/50). So I'm curious what are some of the better comp plans you're seeing out there. Seems like ours are just a little too complex to be super motivating.

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SaaSam

Politicker

5

Account Executive

I'm responsible for upselling/retaining of my own accounts. My commission percentage on all renewals is dependent on a rolling 3 month average of all net new sales.

While being able to kick back and collect the renewal checks would be great, I'm actually a fan of this structure. I can have a bad month on the net new side and still collect a good size check for renewals. However, If I go 3 months straight and can't close shit, it'll be a lean Christmas in the dragon house this year.

My book of business is pretty fat so even an average month turns out pretty good for me come payday. It's done a great job in disincentivizing sandbagging.

activity

Politicker

4

VP, Business Development

I've seen companies pay up to 8-10% for retention lately.

SaaSguy

Tycoon

1

Account Executive

Thats bonkers to me. Maybe something I'll try and negotiate in the future.

spaceman

Contributor

0

Sales

Wow! Of ACV?

That’s right in line with what a lot of companies pay for the account in the first place.

I’m curious how they determine who is an account that’s eligible to be retained like this? Or is it just retention across the board?

activity

Politicker

0

VP, Business Development

Companies are getting a desperate in some industries. They were growth, growth, growth companies and now realizing customers are "cutting the cord" at a quicker and quicker rate. They didn't put the proper CS systems in place and now are paying to ensure the revenue they won, stays with the company.

JustGonnaSendIt

Politicker

0

Burn Towns, Get Money

Also: NRR is a component of valuation for SaaS companies... where retention is more of an issue.

CuriousFox

WR Officer

0

🦊

👀🍿

DungeonsNDemos

Big Shot

2

Rolling 20's all day

I am very curious to see the answers. With the new year I'll start taking on cross-sells as well.

Lambda

Tycoon

1

Sales Consultant

The role I had was upsell and retention
3% on retention 10% on upsell

spaceman

Contributor

1

Sales

Was it general retention across the board? I.e you had a book of assigned accounts and made 3% on them?

Lambda

Tycoon

0

Sales Consultant

correct yes 2.5MM in renewal 300k in upsell were the quotas

Pachacuti

Politicker

0

They call me Daddy, Sales Daddy

The best have some sort of residual commission plan.

Diablo

Politicker

0

Sr. AE

Our company has between 3-5% - upsell being the highest. All these are done by CSMs though.

Landnexpand

Member

0

AE (Account Executive)

We are 1.25% for retention and ramping for cross sell up sell. 6-9-12-15% depending on attainment

JustGonnaSendIt

Politicker

0

Burn Towns, Get Money

I am in an overlay role that is responsible for cross- / up-sell. We are called Account Managers.

Same comp plan as the AE's for the products I overlay across: 50/50 based on OTE with an annual quota.

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