Recruiting Resources
Why VP Sales Hires Fail at Series B
Why VP Sales hires fail at Series B — stage mismatch, premature playbook installation, founder-VP friction, and the patterns that produce 12-month-and-out tenures.
The 30-60-90 Every New CSM Should Run
The 30-60-90 every new CSM should run — the account onboarding sequence, stakeholder mapping, expansion identification, and how to ramp into a book without breaking trust.
The 30-60-90 Every New CSM Should Run
The 30-60-90 every new CSM should run — the listening tour, the account triage, and the early signals that establish credibility with customers and internal stakeholders.
The 90-Day Plan Every New VP Sales Should Have
The 90-day plan every new VP Sales should have — the listening tour, the diagnostic, the first hires, and the early wins that establish credibility with the CEO and team.
Sales Scorecards That Predict Performance
How to build sales hiring scorecards that actually predict performance — the dimensions that matter, the rating discipline, and why most scorecards produce mediocre hires.
Pipeline Coverage: The 3x Myth and What Works Instead
Why the 3x pipeline coverage rule is misleading — the real math behind segment-specific coverage ratios, stage weighting, and aged-pipeline discounting.
Setting Sales Quotas From First Principles
How to set sales quotas from first principles — bottom-up math by segment, the 5x OTE rule, productivity multiples, and the calibration discipline that keeps quotas honest.
AE Ramp Planning: Realistic Quota Curves by Stage
AE ramp planning by segment — realistic quota curves for SMB, mid-market, enterprise, and strategic AEs. The month-by-month math that prevents premature firing.
Sales Onboarding Programs That Actually Work
How to design sales onboarding programs that compress ramp time — the 30/60/90 day milestones, the content architecture, and the mistakes that turn 90-day ramps into 9-month ramps.
Territory Design at Growth-Stage SaaS
How to design sales territories at growth-stage SaaS — geographic, vertical, named-account, and segment-based approaches. The trade-offs that matter and how to scale design with the team.
Designing Sales Comp Plans for Growth-Stage SaaS
How to design sales comp plans for growth-stage SaaS — base/variable ratios, accelerator structures, and the design principles that drive the right rep behavior.
CSM-to-ARR Ratio: How to Staff CS as You Scale
How to calibrate CSM-to-ARR ratios as you scale customer success — segment-specific book sizes, when to add headcount, and the math that determines staffing accurately.