Building Revenue Teams

Revenue teams are designed before they are hired. Start from quota and capacity, then design structure, then specialisation, then leadership ratios.

Revenue teams are designed before they are hired. Start from quota and capacity (how many reps do we need to deliver the number, given quota, ramp, attainment and attrition), then design the structure (segmented by ICP, industry, geography or product), then specialisation (full-cycle, AE+SDR, hunter / farmer), then leadership ratios (typically one front-line manager per 6-8 reps).

Hire to a defined role profile with clear outcomes and success criteria. Onboard with a structured 30-60-90 plan. Review against the scorecard. The most common mistake in commercial leadership is hiring before designing: filling seats against a job title rather than a defined operating model.