The Revenue Formula

Avoid this when scaling (with Mark Roberge, co-founder at Stage 2 Capital)

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There's a few patterns to avoid when scaling sales. We walk through them together with Mark Roberge.

  • (00:00) - Indtroduction
  • (03:48) - Meet Mark
  • (08:44) - The number 1 pattern of unnecessary failure
  • (11:16) - Getting the right pacing
  • (16:35) - Pushing back on the plan
  • (25:39) - Why do we misunderstand capacity?
  • (33:54) - The problem with commissions
  • (36:31) - The comp plan works against this goal
  • (40:12) - How do you comp on retention?
  • (42:38) - Find your leading indicators of retention
  • (44:10) - Pushback on retention compensation

    • Also, check out the science of scaling here.

    Mark also did a presentation at SaaStr on common sales potholes, make sure to check it out.

    *** 

    This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.


    That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.


    ***

    Connect with us


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revenueletter.substack.com 

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: [email protected]

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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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