A founder cut his sales team from 50 reps to 5 and watched demos jump from 300 to over 500 per month. The smaller team generated a bigger pipeline under the same market conditions.
So I had 50 sales reps, a lot of sales reps, I was the big VP sales, whatever, you know? And then I thought to myself, damn, I could achieve a lot with just, you know, maybe half the people, you know, or whatever, you know? And then today I have a sales team of 5 people that produce a ton more pipeline than my old team of 50. So my old team of 50 maybe did about 300 demos a month, which is a similar velocity, similar market dynamics, et cetera, also selling to agencies, et cetera. And today my sales team of 5, we do over 500 demos a month.
Mega GTM Talk #2: Spencer Tahil, Brian Ragone & Pawel Nical on Where GTM Is Headed
