Tweetstorm: Under-estimating the importance of sales capacity is dangerous

1/ A common mistake I see in growth stage SaaS is under-estimating the importance of planning for & building sales capacity in advance.

2/ In the daily grind of meeting quarterly targets, fighting fires, while still innovating on product…

3/ …it’s easy to forget how important it is to think of sales capacity you’ll need a year from now.

4/ Hiring and training reps, SDRs & SEs takes a lot of time. They ramp to full productivity in months. Can’t turn on sales capacity overnight

5/ Goes back to planning 24 months ahead instead of 12 months: