Every revenue leader is being asked to do the same thing: grow sales without growing the team at the same pace. Double the number, but with maybe 20 to 30% more headcount. In this Best Bits special, Rich sits down with Brent Holloway who runs SaaS Sales Advisors, coaching startups and scale-ups on the ICP mapping and unit economics that turn winging it into a repeatable, data-driven machine.
We discuss:
1. The productivity math behind doubling sales with only 20 to 30% more headcount
2. How to move a team from 350k to 500k per rep in a single year
3. What an ideal customer profile actually is, and how to build one with data
4. The reasons 74% of reps miss quota, even at strong companies
5. The "Road to Club" waterfall plan for finding exactly where you are missing
6. How focus took reps from 250 to 300k up to 500 to 600k in annualized bookings
7. Matching the right sales leader to your current growth stage
Three Takeaways:
1/ Apply the full sales velocity formula. Sales velocity equals opportunity volume, multiplied by win rate, multiplied by average sale price, divided by sales cycle length. Annualize the result and measure it against quota, so you can see whether a rep's current mix of deals can mathematically get them there.
2/ Beware the self-fulfilling prophecy. The industries and segments that look like your "best" are often just the most familiar, not the most optimal. Without data, you double down on what you already know rather than what actually converts efficiently.
3/ Model the alternative efficiency scenarios. Before you assign more people or more time to a play, run the scenarios. Quantify what happens if you shift effort from the bottom half of the bell curve to the top half, and let the numbers guide where you focus.
Brought to you by Tick Talent, the search partner for the founding sales leaders and go-to-market multipliers who actually move the needle. Learn more at tick-talent.com
Where to find Brent Holloway:
LinkedIn: https://www.linkedin.com/in/brent-holloway/
Where to find Rich Washington:
LinkedIn: https://www.linkedin.com/in/richwash/
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