Founders adding sales to PLG should scale reps incrementally, not rapidly
Eleanor Dorfman · Eleanor Dorfman: How We Scaled Retool to $50M ARR; Red Flags for Sales Hires | 20VC #925 · 20VC with Harry Stebbings · Sep 14, 2022 · at 17:54
Eleanor Dorfman, sales leader at Retool, advises founders on how to layer a sales motion onto a product-led growth (PLG) business without adding unmanageable complexity.
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“It's a risk because you create complexity when you create both and you have to do it for a reason. So you, it comes back to what's the problem you're trying to solve. What's the hypothesis you're testing. Don't go out and just hire 10 or 15 reps. Hire one, hire two. How are they successful? What are they doing? Are we ready? What's the right profile? Great. Let's hire two more, three more. Great. Are they successful? What's the profile? Okay, good. Now we feel we've validated this hypothesis. Let's hire more”
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