Youβre reading an excerpt of Founding Sales: The Early-Stage Go-To-Market Handbook, a book by Pete Kazanjy. The most in-depth, tactical handbook ever written for early-stage B2B sales, it distills early sales first principles and teaches the skills required, from being a founder selling to being an early salesperson and a sales leader. Purchase the book to support the author and the ad-free Holloway reading experience. You get instant digital access, commentary and future updates, and a high-quality PDF download.
This isnβt to say everything will be humming like a fine-tuned machine, because startups are chaos and that will likely never be the case. However you will want to know that you have successfully gotten one, two, or three sellers to the point of repeatability. If you have, you should definitely congratulate yourself. Thatβs a very powerful thing. SaaS sales orgs βscale up via scale out,β which is to say that revenue growth comes from more sellers selling more dealsβnot from a small number of sellers magically selling bigger and bigger deals more quickly. So proving that you can bring new salespeople into your organization, and that they can generate ~$30k, ~$50k, ~$100k, and up in revenue a month, is a momentous occasion in the development of your company. Itβs also something that investors will likely be very excited by. Youβve now proven that you can take the money an investor gives you and turn it into salespeople who, just a few months out, will start bringing cash into the organization. Thatβs a good return on investment!