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

Tomasz Tunguz (Partner at Redpoint Ventures)
Startup Best Practices 13 – Patience with Unit Economics

Mark [Roberge, CRO at Hubspot] uses his sales teams’ performance to determine how quickly he grows the sales team. For example, a startup employing Mark’s strategy might have a $4k MRR quota for its five person sales team. The VP of sales would then tell the existing sales team, if they exceed $4. 5k MRR quota next month, there won’t be any incremental hires. And the quota then increase the next month to $5. 0k, and so on until the team can no lo… (read more)