What’s the best way to plan headcount for your sales team?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

If you’re reps are hitting 80% or 70% of quota within 6 months, something like $25k in six month, keep hiring them. If your team achievement drops below 70% (of quota) – you probably need to take a step back and digest. That’s probably correct in 80% of cases.

What’s the best way to manage customer feedback?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

If you need continuous innovation like faster horses, listen to your sales team. If you need distruptive innovation like make a car, they won’t tell you that. They’ll mirror what your buyers are telling you.

What’s the best way to manage customer feedback?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

Don’t listen to idiosyncratic feedback, make sure that lot’s of customers want it. Make sure that feedback goes toward the product you have, not the product they want. Be careful not to overindex for the buyer, you need to create value for the end-user.

What’s the best way to know if your idea your good one?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

Are you in founder fantasy land wanting to “be a founder” or have you found a real market need? Once you have that do you have a product incarnation for that need? Do you have a simple interaction or user behavior that you can get users to use the product? What’s the initial simple behavior you can get a user to engage in? At PayPal it was getting users to email money. At Yammer it’s What are you working on? Do you have a scaleable distribution m… (read more)

What’s the best way to get your first customers?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

have you found a real market need? Once you have that do you have a product incarnation for that need? Do you have a simple interaction or user behavior that you can get users to use the product? What’s the initial simple behavior you can get a user to engage in? At PayPal it was getting users to email money. At Yammer it’s What are you working on?

What’s the best way to get more customers for your product?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

I believe in the law of successful distribution arbitrage. Successsful distribution techniques are copied until they are no longer unusally effective. That’s why this is such a tough problem. Overtime users get used to techniques and they become less effective. The same techniques that got LinkedIn or Facebook to millions of users would not work today.

What’s the best way to get more customers for your product?

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

You have to innovate on distribution, not just product. Do you have a viral strategy? Do you have a platform strategy? Do you have an embed strategy? At PayPal, we had a viral strategy for acquisition through email. We bootstrapped off the eBay platform, and we embedded PayPal logos on eBay auctions.