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/'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:


Doubling Down On Our Investment In Gainsight.

Doubling Down On Our Investment In Gainsight.

Tweetstorm: SDR productivity being a leading indicator of PMF in SaaS