The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
20Sales: How Snowflake Built a Sales Machine | Why You Have to Hire a CRO Pre-Product | Why Most Sales Reps Do Not Perform | Why Hiring Panels are BS in Interviews | Why Remote Sales Reps Do Not Care About Their Development with Chad Peets
Chad Peets
The sales cycle for the expand is too long, and the dollar assigned to the expand is not high enough. I can start to pull different levers in the comp plan. So I can say, hey, Mr. Sales Rep, I'm going to pay you 10% on the land. I'm going to pay you 12% on the expand. And just by doing that, I'm going to get a lot more focus on the expand because I pulled that lever.
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