The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: How Snowflake Built a Sales Machine | Why You Have to Hire a CRO Pre-Product | Why Most Sales Reps Do Not Perform | Why Hiring Panels are BS in Interviews | Why Remote Sales Reps Do Not Care About Their Development with Chad Peets
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Aug 23, 2024 
Chad Peets, a renowned sales leader and recruiter, shares his insights from building Snowflake's successful sales team. He emphasizes the critical need for a Chief Revenue Officer even before a product launch, challenging the notion that founders should handle sales alone. Peets discusses why most sales reps struggle to perform, the importance of effective comp plans, and the pitfalls of poor hiring practices. He also highlights the evolving dynamics of sales talent in remote work environments, advocating for in-office collaboration to drive success.
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Hire CRO Pre-Product
- Hire a CRO pre-product to gain crucial customer insights during product development.
- Involve the CRO in shaping the product roadmap based on market feedback.
Founders and Sales
- Founders often lack the sales expertise and time to conduct thorough customer discovery.
- A dedicated sales leader (CRO) is better equipped to gather and interpret market feedback.
Sales Territory Management
- Avoid giving sales reps unrestricted geographic territories.
- This can lead to them chasing large, unsuitable deals that distract from ideal customer profiles (ICPs).