The Official SaaStr Podcast: SaaS | Founders | Investors
SaaStr 434: How to Build out a Sales Organization from 0 reps to 100 in 18 months with Flock Safety
Mar 5, 2021
In a dynamic conversation, Alex Latraverse, VP of Growth at Flock Safety, and Garrett Langley, CEO and founder, share insights on building a sales organization from scratch to 100 reps in just 18 months. They dive into strategies for achieving product-market fit and optimizing hiring processes, while also considering financial implications and interdepartmental alignments. The duo emphasizes the importance of rapid onboarding and structured evaluations to keep new hires on track. Their experiences offer valuable lessons for any startup looking to scale effectively.
36:22
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Quick takeaways
- To scale a sales organization efficiently, founders must evaluate product-market fit by testing various sales models and approaches.
- Strategic recruitment and a well-structured onboarding process are crucial for rapidly onboarding new sales reps to ensure productivity.
Deep dives
Scaling a Sales Organization: Key Factors
To effectively scale a sales organization from zero to 100 reps in 18 months, understanding key factors is crucial. Founders should assess product-market fit by determining predictable sales outcomes, which often involves testing sales models. This process includes evaluating different sales approaches, such as inside versus outside sales teams, to see which yields better results. Additionally, awareness of the founder effect is important, as it can influence initial sales success, necessitating the onboarding of experienced sales leadership to sustain growth.
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