Concentrate Your Leads in Top Reps in the Early Days at Least

Name: Concentrate Your Leads in Top Reps in the Early Days at Least
Uploaded: 2023-08-22T14:30:13+00:00
Duration: 40 s
Channel: Jason M. Lemkin
Description: Jason M. Lemkin says early-stage SaaS founders should give all their leads to a few top reps instead of spreading them thin. Most startups don't have…

22 Aug 2023 · 1 min

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Jason M. Lemkin says early-stage SaaS founders should give all their leads to a few top reps instead of spreading them thin. Most startups don't have enough leads to support a big sales team, and mediocre reps will waste opportunities that could be worth tens of millions in ARR.

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It's not because we don't want to be supportive, but leads are so precious in the early days. Leads are often precious up to $20, $30, $40 million in ARR. And congratulations to a handful of folks like Calendly and Zoom and maybe Slack back in the day that did, but almost all of us don't have enough leads. So not only do you not want to stretch folks, uh, too thin and have quotas that are unattainable, but you want to make sure that, that you're not giving too many precious leads to folks that can't close. I know it sounds a little Glen Gary Glen Ross, but it's true. You're better off having fewer reps. That are good and giving them more leads than spreading them across reps that can't, because those, those, those mediocre reps, they'll close nothing. They'll close nothing in many cases. Okay, next point.