Summary of Growth at All Costs Is Perilous

Looking for the article?
We have the summary! Get the key insights in just 5 minutes.

Growth at All Costs Is Perilous summary
Start getting smarter:
or see our plans

Rating

9

Qualities

  • Innovative
  • Applicable
  • Engaging

Recommendation

Karen Rhorer – in a career that spanned management consulting and investment diligence as well as sales strategy at LinkedIn and DoubleDutch – learned one lesson the hard way. Early in her career, her start-up had to lay off 40% of sales staff after rapid growth proved unsustainable. Now Atrium’s customer success and sales strategy lead, Rhorer is seeing similar emphasis on aggressive growth in Silicon Valley start-ups that are risking expensive and painful mistakes. First Round Review’s article shares Rhorer’s expert recommendations to founders on scaling sales hiring, why sustainability matters and how to measure your company’s readiness for accelerated growth.

About the Author

First Round Review, a publication of First Round Capital, delivers expert knowledge to transform the way people build technology.

 

Summary

Pressure to meet aggressive sales goals can lead decision makers to neglect sustainability, and that can mean disaster down the road. For Karen Rohrer, aggressive hiring at a start-up early in her career led to massive layoffs just a few years later. Rohrer now sees similar pressures for rapid growth pushing companies to make the same mistake. Careful planning can help avoid a future of metrics that don’t add up. Analyze your organization through four lenses to determine whether, when and how far to increase sales headcount:

  • Make comprehensive unit economics calculations...

More on this topic

By the same author

Empathy-Driven Development
8

Customers who read this summary also read

SaaS Metrics 2.0
9
Always Be Closing Is Dead
9
The Secrets to Designing a Curiosity-Driven Career
10
42 Rules to Lead By from the Man Who Defined Google's Product Strategy
8
2019 Workplace Learning Report
9
Why We Need More Women in Sales
7

Related Channels

Comment on this summary