The Science of Scaling The Secret to Toast's Coaching Culture w/ Jonathan Vassil (CRO, Toast)
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Jul 11, 2024 Jonathan Vassil, the Chief Revenue Officer at Toast, shares insights into building an effective coaching culture that significantly boosts sales performance. He explains how over three hours of coaching monthly can enhance productivity and how prioritizing work ethic can revolutionize hiring. Vassil discusses innovative commission structures that tie pay to team success and the importance of transparent performance metrics. He also emphasizes the evolution of coaching practices and the critical traits necessary for nurturing a high-performing sales team.
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Coaching Impact on Sales Performance
- Sales reps with 3+ coaching hours monthly exceed quotas by 7%.
- Reps with under 2 hours miss quotas by 10%, highlighting coaching's impact.
Toast's Growth Trajectory
- Jonathan Vassil joined Toast at $20M revenue with 50 reps.
- It's now worth over $10B, exceeding $3B in revenue, demonstrating scaling success.
VC-Like Assessment of Opportunity
- Jonathan Vassil assessed Toast's opportunity by analyzing product-market fit, TAM, ARR model, and the team.
- This VC-like approach helped him understand the company's potential.