What you want to do in the early days is concentrate your leads and your best closers, at the same time, bringing new people up. But you've got to concentrate your leads to your best closers. And that means year two, year three, year four, they should be making a lot of money. Lot of money, sometimes too much. I remember the first investment I ever made was a company called Pipedrive, which sold for a billion and a half. SMB CRM, and I put in the first sales rep there. He used to work for me. And the founders got mad at him. They got mad at him, because in three months, he was making more than any of the founders. They were pissed.
SMB CRM, and I put in the first sales rep there.