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:
1/ A common mistake I see in SaaS during the budget prep cycle is founders making a 12 month operating and hiring plan instead of 24 months
— Nakul Mandan (@nakul) January 26, 2017