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Growth at All Costs Is Perilous
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Growth at All Costs Is Perilous

This Is How to Scale Sales Sustainably

First Round Review
First Round Review, 2018
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Editorial Rating

9

Qualities

  • Innovative
  • Applicable
  • Engaging

Recommendation

Karen Rhorer – in a career that spanned management consulting and investment diligence as well as sales strategy at LinkedIn and DoubleDutch – learned one lesson the hard way. Early in her career, her start-up had to lay off 40% of sales staff after rapid growth proved unsustainable. Now Atrium’s customer success and sales strategy lead, Rhorer is seeing similar emphasis on aggressive growth in Silicon Valley start-ups that are risking expensive and painful mistakes. First Round Review’s article shares Rhorer’s expert recommendations to founders on scaling sales hiring, why sustainability matters and how to measure your company’s readiness for accelerated growth.

Take-Aways

  • In the drive to meet aggressive sales goals, decision makers can neglect sustainability.
  • Before scaling sales hiring, make sure the organization can support it – now and down the road.
  • Do comprehensive unit economics calculations, and look closely at sales development rep (SDR) performance, career pathing and backfilling.

About the Author

First Round Review, a publication of First Round Capital, delivers expert knowledge to transform the way people build technology.

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