Reading sales rep capacity to add headcount

He explains using rep performance and calendars to spot capacity limits and justify hiring more sellers.

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How do you know when a company is ready to go public? And what do you do to prepare for this? Chirag Shah, CFO of Motive and former CFO of Kong and Cornerstone OnDemand, joins CJ to share insights from his experience of scaling businesses from $30 million to nearly $1 billion and tripling ARR. He talks about taking companies public and how he helped take one private again in a $5.2 billion deal. In this episode, he explains what signals indicate that a company is ready to accelerate its growth, the art and science of building sales capacity, and how to balance efficiency and growth in hypergrowth mode. He also covers how to achieve a great valuation without a strong performance, the biggest headache on the road to IPO, and whether you should IPO in the first place or remain private.

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Chirag Shah on LinkedIn: https://www.linkedin.com/in/chirag-shah-787b1b20/

Motive: https://gomotive.com/

CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/

Mostly metrics: https://www.mostlymetrics.com

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RELATED EPISODES:

From $30M to Almost $1B: A Guide to Hypergrowth, IPO Prep, and Navigating the Public Markethttps://youtu.be/_pJfdN5p-ik

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00:02:57 Sponsors – Mercury | RightRev | Tipalti