Chad Peets

speaker

5,588 appearances 7 recordings 2 series first heard Aug 2024 last heard 23 May

Chad Peets’s voice in public audio — every appearance, attributed to the second.

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recordings per month · last 12 months

Recordings per month over the last 12 months — 6 in all, peaking in Jan 2026 with 4.

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Productivity.

Each rep is able to generate $2 million in new ACV.

We're going to have 100 of them, so we can do 200.

So you still have to use that approach, but then you have outlier deals.

Snowflake was the first thing, first company we had ever seen where we couldn't hire fast enough to bring the productivity number down.

No matter how fast we hired, it kept going up, which is like, that's when we knew.

What a lovely problem.

Look, there's all sorts of rules you have to break to do that.

For example, you never want a new manager to have less than five productive reps.

You can't scale the organization from 100 to 300 and not have that.

What I mean is if I have a manager, he's got five reps on his team, he or she, three of those reps should be productive.

Two can be new.

But if you try to hold that, then you start running out of places to put reps.

So now all of a sudden you have to do things like I could have a manager that has six reps.

Each of those six reps has been with the company for less than 90 days.

Shit starts to break when you do that.

So your ratios get messed up.

Your enablement could have issues.

You start cutting territories too quickly.

Hey, Mr. Rep, you came on with 50 accounts.

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