Dear SaaStr: When Should I Expect New Sales Hires to Be On Target?
At least by 1.5 sales cycles. And yes, that’s true today, too.
You should know well before that if you are managing her or him — you’ll usually know by half a sales cycle.
But if you have say a 60-day average sales cycle, and a new rep isn’t more or less on target by month 90 … or at the very least 60%-70% of the way there … she or he probably never will be.
Almost everyone wants to give them more. You can. But if you do — be very, very intentional about it. Because in most cases it won’t work, and you’d be far better off routing those leads to someone that can close them.
More here:
(more time image from here)
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Jason Lemkin, Khareem Sudlow
