The Science of Scaling How to Scale a Billion Dollar Sales Team w/ John McMahon (Board Member, Snowflake)
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Oct 18, 2023 
John McMahon, experienced sales leader and board member (Snowflake, MongoDB) and author of The Qualified Sales Leader, shares playbook tactics for building massive revenue teams. He covers productivity models and hiring timing. He digs into manager-to-rep ratios, promoting vs hiring, attrition signals, and how to find and prepare champions to control buying decisions.
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Joining Snowflake Pre-Product
- John joined Snowflake two years before they had a product and helped shape product-market fit through sales feedback.
- Early ICP focused on tech and ad tech while product evolved from customer input.
Double Down On Dense Markets
- Focus on where the customer energy and density exist rather than sprinkling reps everywhere geographically.
- Snowflake doubled down on Bay Area and New York instead of spreading thin across many cities.
Hire For Sales Characteristics First
- Hire A-player enterprise reps with strong characteristics rather than industry-specific experience.
- Prioritize intelligence, coachability, drive, and core selling skills over domain expertise.
