Understand the ROI of different lead sources
Posted: Thu Feb 06, 2025 6:43 am
When calculating sales capacity, if a new sales rep is still growing and is only expected to deliver 50% of quota, they can count as half of a productive sales rep. This is often referred to as a full-time equivalent or FTE for short.
Another important metric to understand is the number of leads required to service a sales rep. If you are adding sales reps, make sure you also have a clear plan for how you will drive the additional leads needed.
There’s a lot more to say on this topic, but since it’s very similar cameroon mobile database to managing a sales force at a traditional software company, we’ll save it for another blog post.
Our experience with SaaS startups shows that they typically start with several lead generation programs, such as pay-per-click Google AdWords, radio ads, etc. We find that each of these lead sources becomes saturated over time and produces fewer leads for a greater dollar investment. Therefore, SaaS companies will need to continually evaluate new lead generation sources that they can layer on top of older sources to maintain growth.
Another important metric to understand is the number of leads required to service a sales rep. If you are adding sales reps, make sure you also have a clear plan for how you will drive the additional leads needed.
There’s a lot more to say on this topic, but since it’s very similar cameroon mobile database to managing a sales force at a traditional software company, we’ll save it for another blog post.
Our experience with SaaS startups shows that they typically start with several lead generation programs, such as pay-per-click Google AdWords, radio ads, etc. We find that each of these lead sources becomes saturated over time and produces fewer leads for a greater dollar investment. Therefore, SaaS companies will need to continually evaluate new lead generation sources that they can layer on top of older sources to maintain growth.