Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

The Ultimate Secret to Scaling Early Revenue: Getting 2 Reps to Hit Quota

6 Aug 2023 · 1 min

Watch on YouTube

0:49

Jason M. Lemkin advises founders that the single most important early-sales goal is to get two sales representatives to hit quota; without two quota-carrying reps, revenue cannot be scaled. He argues founders should hire reps who have previously sold software and who are already experienced selling at price points close to the company’s ACV (average contract value), and recommends assessing hires by asking: would you have bought from this person? If not, don’t hire them.

Questions this video answers

Two reps

They need to have sold a software product and have experience near the company's ACV.

Chapters

First of all, do whatever it takes to get 2 reps hitting quota. Whatever it takes, get 2 reps to hit quota. You'll never scale revenue if you can't get two people to hit quota. Why did your first rep not work out? I always know the answer. Would you have bought from her or him? No. Why did you hire them? Well, they went. They I liked their LinkedIn. They knew how to talk about ACV and MRR and RRM and. But would you have bought from him? No, I would not have brought a product you can have when you hire your first couple reps, they do need to have sold a software product because there's a playbook at 3k ACV and 10k and 25k and 100k and they just know how to talk to customers and they know the cadence. So hire two reps close to your ACV and then forget all the other crap you read.