Sales Compensation and Incentive Plan Principles for Enterprise SaaS and Cloud Teams

Jeffrey Saling shares some of his experiences from building a $60M+ SaaS Sales Performance Management business at Callidus Software. The shared experiences are drawn from working with hundreds of companies with sales forces in many industries, ranging between 50 to 350,000 reps and covering single territories to the entire world. With this enterprise perspective, along with managing his own SaaS sales force, the intention of this article is to help and inspire discussions on sales incentives and organization types.