Collin: Early sales teams must be evaluated on inputs, not revenue targets
Mathilde Collin · After PMF: People, Customers, Sales by Mathilde Collin · Y Combinator · Oct 24, 2018 · at 35:54
Front CEO Mathilde Collin shares how founders should evaluate early sales representatives before benchmarks and pricing are fully established.
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“I think that the input is far more important at this stage than the output, because the truth is, If they don't hit their target, first, your target could be wrong, and how could you know what your target should be when you are so early? and two, maybe your product is an issue, or maybe whatever, your pricing is an issue, you don't know that. So I've always felt like if you look at the end number, it's actually pretty challenging, and you might blame someone for not doing a good job, whereas they're doing a really good job. Whereas if you look at just number of demos and calls they make, and if you check that they're not saying Stupid things , then they're probably doing a good job, and you should be happy and learn from that.”
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