If you pay a salesperson $100,000 a year, you should expect them to close about $500,000 of new ARR annually.

Annual Recurring Revenue (ARR) is the revenue a company expects to receive annually from its customers, typically through subscription contracts, and it's important to ensure that this revenue is indeed recurring.

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

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

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

Your pricing strategy dictates your sales channels, so ensure there's enough money in each contract to compensate your sales team effectively.

When building a sales strategy, decide whether to pursue a top-down or bottom-up approach, as this will influence hiring and sales tactics significantly. I focused on having our sales representatives call every lead five times and schedule 15 demos each week, regardless of how they achieved that activity level.

As a startup grows, it's crucial to monitor revenue per employee, ensuring that this number increases over time to avoid over-hiring and inefficiency.

Aim for monthly or annual recurring revenue to protect your revenue during downturns, as it provides stability until contract renewal discussions.