Conrad: Generalist sales teams ignore viable products to sell easy SKUs
Parker Conrad · Rippling CEO Parker Conrad's Theory of the Compound Startup: Disrupting How We Think About Software · Jun 27, 2023 · at 31:29
Rippling CEO Parker Conrad explains why multi-product software companies need dedicated sales forces rather than a single unified sales team selling all products.
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“If you have a VP of sales that's got, you know, 25 SKUs that they're selling, they're gonna pick, like, the three or four that are the easiest to sort of help them get to quota, and inevitably you get products that are just not gonna be as material An input to your sales number that year, but still, like, could be, like, really successful that just get ignored if you don't sort of break it up and have individual people that are responsible just for those things”
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