Specializing Sales Teams: Balancing Product Knowledge & Market Strategy with CEO Rippling

And one of the questions that was asked to me this morning was around determining when to specialize salespeople on specific product lines versus allowing the existing team to sell. And I think you do a bit of both. How do you decide which products are specialized versus which don't have dedicated salespeople?

It's hard. So I would say that, I mean, first of all, there's actually, there's a tremendous amount of disagreement internally at Rippling about how to do this. I think what you get, the issue with having one sales team is eventually you run out of like training capacity. The team cannot learn like yet another product and it's just too much for like one set of people to like absorb and still be like effective at all the other. But the other benefit that you get is that the individual sales orgs can just go way deeper on that individual product and they're going to figure out like how to beat them and how to attack the market in the right way.