Founders mistakenly tie revenue targets directly to sales headcount capacity
Cameron Deatsch · How The Biggest Product-Led Enterprise Company In The World Did It | Atlassian CRO Cameron Deatsch · Mar 7, 2023 · at 14:52
Atlassian CRO Cameron Deatsch discusses operational planning models with host Sam Blonde, critiquing traditional tech companies that scale revenue linearly with sales headcount.
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“95% of companies I work with to have like, that I talk to have that business model. You've inevitably immediately tied. Like the first thing you do is tie your sales, your overall revenue number to how many salespeople you can hire, not how much innovation you can deliver, not how many engineers you can go higher.”
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