Sales Hacker

JANUARY 29, 2018

Traditional Sales Organizations – Growth of headcount in sales was structured around revenue per individual contributor (IC). In the example below, you will notice how at first our teams operate unstructured. PODs should operate between 80-120% of quota. Once a POD operates efficiently, do not add AEs to it.

Sales Recruiting 92

Sales Recruiting Scale Sales Hiring Sales 92

Point Nine Land

APRIL 21, 2021

Give the candidate ~5 real examples of the kind of things you have to prioritize: customer integrations, feature requests, strategic releases, bugs, database extracts, opportunistic features… and ask them to prioritize. An organizational task.

Sales Hiring 52

Sales Hiring Startup Scale Software Review 52

SaaStr

MARCH 4, 2025

The benchmarks that matter: SMB businesses: 75-85% GRR Enterprise-focused companies: 85-92% GRR Systems of record: 95%+ GRR The gold standard: ServiceNow at nearly 100% GRR 3. Operational Efficiency – The New Focus for 2025 In today’s market, investors care deeply about how efficiently you deliver customer success.

Customer Success 303

Customer Success Metrics Headcount SMB 303

SaaStr

APRIL 1, 2025

This created almost opposite playbooks for their SMB vs. enterprise motions, complicating their enablement strategy. DataBricks: Pricing Power Trumps Efficiency CRO Ron Gabrisko’s surprising revelation during his time taking DataBricks from $1B to $3B was that focusing on pricing power created more leverage than operational efficiency.

Scale 207

Scale Sales Hiring Underperforming Technical Team Headcount 207