Keep pulling the thread on Carles Reina.
ElevenLabs sets its sales quota for representatives at 20 times their base salary.
Over 80% of the sales team at ElevenLabs currently achieves their quota.
The ElevenLabs executive rejects the 'praise in public, criticize in private' management maxim, instead advocating for publicly criticizing underperforming sales reps in team meetings.
ElevenLabs set a strategic goal to shift its sales mix to 50% outbound and 50% inbound by the end of the year.
ElevenLabs successfully increased the proportion of its sales from outbound efforts from approximately 10% to 40%.
At ElevenLabs, sales representatives who do not achieve their quota are terminated.
At ElevenLabs, if a customer is upsold within the first 12 months, the original Account Executive continues to receive commissions and quota retirement on the deal.
Customer Success Managers (CSMs) at ElevenLabs are compensated based on Net Revenue Retention (NRR).
ElevenLabs has used its 20x sales quota model for the past two and a half years.
ElevenLabs provides a severance package of two to three months of base salary to terminated sales employees who are not a good fit for the company.
The go-to-market team at ElevenLabs consists of approximately 90 people globally.
The ElevenLabs executive believes salespeople should be traveling to meet customers and gets worried when he sees his sales team in the office for multiple days.