However, LinkedIn is used sparingly, so you only have a few minutes to make an impact.
Of those LinkedIn users who are frequently engaging with the platform, 40% access it on a daily basis, clocking up over 1 billion interactions every month. You can only follow up with so many.LinkedIn now has more than 900 million members with over 58 million registered companies. You will also see this if you funnel too many leads to each rep. But too many leads to each rep results in leads not being followed up on. You can also see from this math that too few leads to each rep leads to starvation. You can then also use this to basically back into standard SaaS sales comp plans (you can tweak the OTE and quotas, but it won’t make that much of a difference). It’s really tough if it takes more than 2 calls to close a deal, and more than 1 demo. That works with a quick, 1-2 call close that takes 10-20 minutes and a decently high close rate (higher than 10%). That means every day they have to close 1 deal. They’d have to close 25 deals a month to hit their OTE. Think about an SMB rep doing small-but-not-tiny deals - say $2k ACV. And each might take an hour with prep, more if enterprise.Īnd that doesn’t leave 2 hours a day for follow-up, admin, etc. Maybe 3–4 demos max for deals in-process a day. Maybe 3–4 discovery calls with new prospects. There are a number of factors here, including just the number of leads.īut in the end, you can only do so many qualified calls and demos a day. * 1–3 deals a month if enterprise, $50k-$1m ACV * 10–15 deals a month if $5k-$25k ACV (i.e., transactional, but not 1–2 call close) * 20–50 deals a month if $0.5k-$2k ACV, i.e., very transactional 1–2 call close. How many deals can a sales rep close per month? It's a critical metric for your model to scale past the first 1-2 reps.Ī successful but not top 5% sales rep in SaaS typically can close:
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