The Full Ratchet (TFR): Venture Capital and Startup Investing Demystified 356. Why Most CRO Hires Don't Work, Lessons from Scaling World Class PLG Companies, and the Case for Founder-Led Sales (Victoria Treyger)
6 snips
Oct 24, 2022 AI Snips
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Episode notes
Founder-Led Sales
- Founders should lead sales initially to gain invaluable customer feedback and achieve product-market fit.
- Handoff sales leadership around Series A when a repeatable sales motion and target customer are established.
The Right Time for a CRO
- Early-stage sales leaders differ greatly from CROs who scale businesses from $10M to $50M+ in ARR.
- True CROs drive repeatable sales motions, forecasting accurately, and implement multiple sales channels like partnerships.
Hiring a CRO
- When hiring a CRO, prioritize financial acumen and experience with sales/revenue operations.
- Assess their training and performance management systems, and evaluate their specific scaling experience.