Jen Grant

Yeah.

Obviously we're pushing, pushing, but I'd say we're probably average around 5k a year.

So that's, yeah, that gets you about that.

Got it.

Yeah, we started in the beginning.

So we just started selling last year, Q4 of 2019.

And so a lot of the initial quota that we set was at the team level, largely because we didn't know what our conversion rates would be, what it's going to look like.

It was just get out there, team, sell it.

Now we're starting to put together more structured sales compensation strategies.

And we're now looking at, okay, is the inside team going to sell at the SMB or mid-market level?

Or do we want to push them into the enterprise?

So we don't really have that kind of big enterprise comp.

So we're still at the 50, 60K.

We're still at the small range for our sales compensation.

Yeah.

So what, what we're really looking for right now is, and again, we're at that early stage.

We don't know all of the numbers we were looking for that repeatable motion.

So like, is this what an inside sales reps will continue to do every month?

So we don't quite know, but what we want to optimize for is how do we make them neutral so that we can say, okay, now we're at the neutral point.

Now we can start adjusting and saying, okay, let's