I must create 30 slides, or else.
The talk produced an article entitled "Turning a 3-hour face-to-face seminar into an opportunity for extended online blended learning" which I published first as a blog post and then in two different versions in two publications: No, no, no, no, no.
Thus for SaaS, we simply change the calculation to the following: The value of the deal in turn is wrapped up in the sales commission percentage, which is calculated by dividing the target commission at quota by the sales rep quota: You will have a different rule of thumb, depending on your speaking style, and the situation where you find yourself speaking.
For certain presentations, the rule may apply, which encourages 10 slides over 20 minutes. Instead, use that number as a sanity check e.
If your customers are happy, then a monthly payment plan is just as valuable as an annual plan, minus a small percentage for the time value of the money. The picture above shows a quick visualization for two sales compensation plans for two sales reps with similar skill sets and market labor rates: This is corporate gold.
But, once a time-frame for recurring revenue is chosen for calculating the sales commission percentage, it is critical to stick with the same recurring revenue time-frame throughout your SaaS sales compensation plan, i.
Generally, adding up all sales and marketing expenses is the best way to calculate your customer acquisition cost. For these situations over many years, I have determined that I need approximately one slide for every two minutes of speaking, or about 30 slides per hour.
Flexible creativity is achieved with DIYLMS do it yourself LMS using a wiki portal for course information and links, Google Docs for student writing and feedback, and blogging for students to showcase their work. Teacher feedback can be given in-class directly on real-time, interactive instances of student writing for all to see via in-class projector, and for individual students to follow right there on their laptops, whereas effective feedback can be given between classes via a medium where it can be immediately seen, day or night, when students are revising their work.
The blog post was moved from its dedicated Posterous site to: Want to learn more. This is corporate gold. SaaS Sales Compensation Mistake 3 Not including fully loaded sales compensation in customer acquisition cost Customer acquisition cost should include all the labor it takes to get a new customer signed, not just out of pocket sales and marketing costs.
As previously mentioned, the LTV of the deal is always proportionate to recurring revenue of the deal. It takes time for an audience to absorb the information from slides, and often it takes time for you to set the context and explain the meaning on slides.
Teacher feedback can be given in-class directly on real-time, interactive instances of student writing for all to see via in-class projector, and for individual students to follow right there on their laptops, whereas effective feedback can be given between classes via a medium where it can be immediately seen, day or night, when students are revising their work.
Technical diagrams even well-designed, simple diagrams take longer to absorb than photo-centric slides with a single phrase. In a subscription business with a recurring revenue stream, the value of the deal is not as clear cut as the price of a software license.
For each idea which needs support, craft a slide which conveys it in the clearest way possible. Off-page SEO will help make your website popular on the internet, so you can get more visibility. The one on March 13 was given to around 50 Erzincan University Civil Aviation students and was prepared and delivered via a wiki forming a part of a DIYLMS do-it-yourself learning management system based at http: Turning a 3-hour face-to-face seminar into an opportunity for extended online blended learning.
In this scenario, you should work hard to increase both your average deal value and your achievable quota. Tell them to check your blog and ask for link backs from their blog. Andrew Dlugan is the editor and founder of Six Minutes. Wiki-based worldwide teacher professional development" Abstract: The one on March 13 was given to around 50 Erzincan University Civil Aviation students and was prepared and delivered via a wiki forming a part of a DIYLMS do-it-yourself learning management system based at http: How effective are the individual slides.
Instead, use that number as a sanity check e. Wiki-based worldwide teacher professional development" Abstract: What does change is how you measure deal value, and thus the relevant measure of sales performance. He teaches courses, leads seminars, coaches speakers, and strives to avoid Suicide by PowerPoint.
Make sure you get the links from completely relevant domains. Not some underpayment or overpayment spuriously based on the contract renewal term, and not in dribbles over the life of the contract to match cash flow.
This is important, because it is at this point in the sales compensation plan design that we clearly see that sales compensation is NOT about paying the sales rep a percentage of revenue, it is about allocating a target commission payout based on a measure of performance quota.
Contribute as Guest Author There are a number of good and quality blogs that are open for guest post from various authors. But, the rep and sales manager never see this. PowerPoint slides, like any visual aid, are support material for your message, not the message itself.
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