You're either generating revenue, retaining revenue or both - either way, this newsletter is my way of distilling 16 years of GTM experience into weekly nuggets to help you and 1000+ other industry leaders get unstuck and grow your business.
If you haven’t subscribed/followed The Edge of Growth Podcast yet, I’d highly recommend that this be the week you do.
Hiring & talent has been on the agenda in recent weeks. Did you catch the “open to work” badge debates on Linkedin?
Hiring is a huge part of GTM Strategy. I see so many teams cut corners because “they know a girl or guy that was a good rep in a previous role.” There’s a lot more to it than that.
Hiring is hard. Hiring the right talent is even harder.
If you’ve ever made a bad hire, you know the pain. The wrong person in a sales role doesn’t just cost you salary and benefits - it slows down your entire GTM motion. Poor hiring decisions can mean missed quotas, longer sales cycles, lower team morale, and wasted resources on training that leads nowhere.
So why do so many companies get it wrong?
Critical Insight Of The Week
50% of new hires in sales fail within 18 months (Chally) 6% of new sales hires (both leaders and reps) fail within the first year (Yardstick). There are so many reasons why this happens. But when we look directly at the talent process, there’s some obvious signs
Why does this happen?
Unrealistic expectations: Hiring managers often look for the “perfect” candidate instead of prioritising adaptability and coachability.
Poor hiring processes: Many companies rush to fill roles without a structured interview process that evaluates actual selling ability. I often see no scorecards and a lot of gut decisions.
Lack of enablement: Even top talent will underperform if they don’t have clear onboarding, training, and expectations.
Disconnect between Rep experience<>GTM Motion Need: Not hiring Reps into the GTM motion. For example, most of your business comes from RFPs but you hire a Rep that’s not great at understanding complex requirements.
Food for Thought
Do you really know what makes your top reps successful? If not, you’re hiring blind.
It’s time to observe the very specific things that good reps do day to day.
Are you prioritising skills over industry experience?
High-performing salespeople can learn a new product, but a bad fit in mindset or execution is much harder to fix.
Review your process to see how you're assessing curiosity, resourcefulness, and a growth mindset alongside tactical skills
Sales is getting tougher and career security is no longer guaranteed
So how are the best GTM leaders protecting their income?
On this week’s Edge of Growth, Scott Leese a 12-time exit leader and sales advisor breaks down why building a personal brand is the #1 way to stay in demand
If you’re leading sales, RevOps, or GTM, this episode will help you future-proof your career.
A Sales Summit Worth Your Time
Scott Leese has something special for you. As a listener of Edge of Growth and a subscriber to this newsletter, you’re getting 10% off tickets to the Surf & Sales Summit!
I reached out to Scott, and he’s happy to extend an exclusive offer to our audience. If you register and mention Revenue Funnel when signing up, you’ll get a refund on the difference for a lower ticket price.
17 things you’re overlooking that’s costing you pipeline
Digital Sales Rooms should be part of your GTM tech stack - here’s why
Until Next Time ✌🏾
PS
If you’re feeling a little concerned about your revenue growth then we have a few things to help you find the answer:
Evaluate Your Strategy → Curious about where your Go-to-Market strategy stands? Discover key areas for improvement. [Take the Assessment]
GTM Insights → Want to learn more about Go-to-Market strategies? Check out our latest insights on YouTube. [Watch Now]
1-1 Consultation → Need personalised advice? Book a 1-1 consultation, and I’ll help you map out your next steps. [Book Here]
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You're either generating revenue, retaining revenue or both - either way, this newsletter is my way of distilling 16 years of GTM experience into weekly nuggets to help you and 1000+ other industry leaders get unstuck and grow your business.
