Published: 05 March 2024
Startups and emerging tech CEOs struggle with sales hiring, and underestimate the number of salespeople, supporting roles, pipeline and other factors that must be considered to attain revenue targets and projected growth. Follow the “rule of thirds” to get sales hiring and revenue targeting right.
Tech CEOs typically overestimate sales team performance and underestimate the factors that go into building a successful scalable selling engine.
Revenue results often fall short of projections from unaccounted sales team attrition, as well as the time required for hiring salespeople and ramping them to productivity.
When setting growth targets, tech CEOs often overlook the lost customer revenue and ignore customer retention.
Sales pipeline development is a key aspect when building a salesforce. Tech CEOs often hire quality salespeople who leave or are asked to leave because they are only prospecting and not selling.
Rethink the number of
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