Tweetstorm: Underestimating the importance of sales capacity is dangerous

1. A common mistake I see in growth stage SaaS is under-estimating the importance of planning for & building sales capacity in advance.
2. In the daily grind of meeting quarterly targets, fighting fires, while still innovating on product...
3. ...it's easy to forget how important it is to think of sales capacity you'll need a year from now.
4. Hiring and training reps, SDRs & SEs takes a lot of time. They ramp to full productivity in months. Can't turn on sales capacity overnight
5. Goes back to planning 24 months ahead instead of 12 months.

Link: https://twitter.com/nakul/status/850392721625710593