A good rule of thumb is to maintain a 5:1 ratio between new signed Annual Recurring Revenue (ARR) and total compensation for a salesperson, including commission.

When considering contract sizes, if you have $500,000 contracts, your account executives will be closing fewer deals, while $25,000 contracts require them to close more frequently to meet targets.

As a founder, you should be the primary salesperson for your product until you reach significant revenue milestones, like 1 million ARR.

There are five ways to build a hundred million dollar business from a sales perspective, depending on how much your average customer pays. For example, if they pay $100,000, you need to find a thousand customers; if they pay $10,000, you need ten thousand customers.

At level four, you should have a team larger than 100 people and be generating over 25 million in annual recurring revenue (ARR).

To scale from $10,000 to $100,000 a month, you need to shift from one-to-one selling to group selling, utilizing methods like webinars, marketing campaigns, and establishing a key person of influence to represent your business.

Sales is a numbers game; you need to reach out to many leads to close a few customers.

The enterprise sales process I've used to reach the first million in revenue is effective, but every company is different. Founders should consider what kind of sales motion will be sustainable for their business in the long term.

Monitor annual recurring revenue (ARR) and annual contract value (ACV) to assess how well your pricing is working and to show traction to investors.