If your startup is on the cusp of raising a series B, you’ve probably gotten some traction and you’re likely looking to double, triple, even 10x your revenue. You’re excited. You’re ready to grow your sales department.
Hold your horses, says Mandy Cole, the former VP of Sales at Zenefits who’s also built and grown sales teams at companies including LivingSocial, MyNewPlace, Main Street Hub, Stella & Dot and Citysearch. Before hiring a new team, she emphasizes that founders must first understand the fundamentals of scaling a sales operation, from customer acquisition to training and retention.
Cole herself has scaled four growth-stage companies, worked for five founder-CEOs, hired 1,100 sales people and 150 sales leaders and interviewed thousands of candidates in the process. She’s gotten hiring the right team members down to a science — and a track record of growing and successfully scaling small teams looking to go from their first million to $10 million.