Over the past 15 years, we’ve seen and worked with many fantastic companies. It’s difficult to pinpoint what exactly makes a company fantastic, but usually you can be certain that they have a long line of customers wanting to buy their product.
You might think that, once a company has achieved this, then it’s a home run to fame, glory, and decacorn status.
It is, in fact, a long, hard, sometimes uphill, journey to get there. There are many ways in which things could go sideways. Perhaps the most frustrating of all, is seeing companies miss their growth targets because they didn’t hire enough people to service the demand they’ve managed to generate.
It’s like getting people excited about the opening of your brand new restaurant, making them queue around the block, and then only letting 10 people in because you’ve only got one waiter to serve them all. Rookie, not lucrative — and people might not come back if there’s a restaurant around the corner serving them (even if the food isn’t great).
To avoid this pain, we’ve created a tool to help you think about when you should be hiring your AEs and SDRs to make sure you have the capacity to deliver on your growth targets. Anyone can use this tool as a guide, but it’s perhaps best suited to those companies where sales aren’t founder-led but sales team-led.