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:
https://twitter.com/nakul/status/824440977737674752
