Chapter 10: Early Sales Management & Scaling Concepts
What the hell is “scaling?” People use the term all the time, but I find that about 80% of the time someone talking about “scaling” is usually a great sign that they have no idea what they’re talking about!
In B2B sales organizations, “scaling” is when you take something that has been proven to work at the unit level—one sales rep, one sales “pod” (i.e., an SDR, two AEs, and a CS rep)—and you start adding more of them, by which to parallelize your go to market.
Chapter Overview
Scaling Anti-Patterns & Knowing When to Hit the Gas
Abstraction & Specialization of Sales Roles
Most relevant during:
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
