Annie Pearl: evaluation

Transcript context

…Oh man. Okay, so going back to the question. When did Calendly hire their first salesperson, like any learnings about just how to start down that road once you start a product? Yeah. As I mentioned, when I joined two years ago, we just hired our first CRO and the PLG business really represented 99% of our ARR. And then, over the last two years, we've scaled the sales team in our SLG motion. Our sales led growth motion now represents about 20% of our ARR and it's actually the fastest growing segment of the business. I think there's probably two things I would touch on in terms of early sales hires. I think the first is, when you're making that transition from PLG to adding in the sales led motion, because you're starting from PLG, it's tends to be much more inbound in nature. You've got these sales reps who are working leads who have usually proactively reached out interested or as we mentioned PQLs. They have data to tell them that this is someone who has usage within their team, and therefore, we should reach out. And so, that's a very different profile of a sales team member than you might need after you need to pursue more of a heavy outbound motion, more of a hunter profile than a grower profile. So, I think that's the first piece is just make sure you think about the motion when you're moving towards a sales led model. In those early days, it's more inbound in nature, and so the type of sales reps you might need are not necessarily going to be outbound, heavy kind of hunting sales reps. Just one quick question on that actually, because that's really interesting. I don't know how involved you are in hiring these folks, but is it like, look at their background and they've worked at a company like that? Or is it personality type? Is there anything to look for specifically there?…

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