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
20 snips
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.
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Flock Safety's Crime Solution Story
- Garrett Langley shares Flock Safety's mission and impact in solving crime through hardware and machine learning.
- The company serves a broad customer base with contract sizes from $2,000 to $1 million ARR.
Validate Product Market Fit First
- Scale only after confirming product market fit with predictable sales results.
- Test if sales reps can replicate founder success before committing to scaling.
Choose Growth Approach Wisely
- Decide on either linear growth or flooding the market for scaling the sales org.
- Align budget and risk appetite with your chosen growth approach.
