SaaStr 594: Optimizing GTM for PLG with Stage 2 Capital Co-Founder and Managing Director Mark Roberge
The Official SaaStr Podcast: SaaS | Founders | Investors
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Paying Your Salespeople More for Expansion Revenue
In the 19 seventies, we were selling on premissofer whoever had the best sales team. We are still paying our salespeople more for the first revenue from a company in less or nothing at all for expansion revenue. The complan drives that behavior of making the quota and ruining the pe co funnel. A lot of research has shown that the success of a customer in retaining and expanding has a lot more to do with the sales process than the on boarding process. It's the expectations that are set.
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