Why More Salespeople Won’t Fix Your Revenue Problem
Toby Phelps has scaled SaaS businesses from £5M to £50M+ ARR. He shares the two-pillar framework he uses to assess any commercial team, the metrics that genuinely predict sales performance, and why demand generation has to scale before headcount does.
In this episode:
- The two-pillar model for assessing capability and traits
- Why the sales capacity fallacy kills growth in PE-backed businesses
- How to interview for coachability, curiosity and resilience
