Looking beyond Repvue scores

Usually when a rep is looking for a new company to sell for, they go to RepVue , filter by rating, look at attainment numbers, and start applying and networking their way in.

It’s not necessarily a bad way to go about it, but there are countless other variables to consider when trying to find a company that you’ll be happy at.

One of the biggest drivers of selling environment and culture is how a company is funded.

Below is a VERY high level summary:

• Bootstrapped - Close knit culture. Career growth opportunities come less often than at other funding types. Less pressure to hit your number. Less resources. You will wear multiple hats (can be good or bad depending on who you are). You will have a voice in the orgs GTM strategy.

• Publicly Traded - You’re a number. Clearly defined promotion paths. They will have a playbook, and you’ll be expected to follow it (may vary depending on your team). Brand recognition (can be both good and bad). Loads of resources.

• VC - You’ll have some say in the way you sell. If the company takes off, there will be opportunities for advancement and riches (no guarantees here). Base pay trends lower than at Public companies. No brand recognition, and you’re usually selling against a known entity. You will have an opportunity to experiment and get your hands into areas of the org outside of sales. Tend to be more resource poor.

• PE - They have a repeatable playbook, and if you can succeed within that playbook, it can open up other opportunities at their portfolio companies. Focus is on profitability and growth. There will be advancement opportunities. You will have resources. There will be rapid change. You gain structure and resources like at a Public company, but your lose the voice and autonomy you’d have at a VC.

There’s pros/cons to each, and knowing what those are, as well as what works best for YOU, is one of the keys to setting yourself up to thrive in your next role.

Other variables you have to consider are company size, the persona you’ll sell to, and of course your segment and role.

When you clearly define what your preference is for each variable, you’re able to approach your job search in a powerfully strategic way.

There’s this dude on Twitter who goes by “Fidel Cache Flow” who’s an absolute legend!

He’s an Enterprise AE from 9-5, and runs a sales community after hours that helps reps to “contract stack”.

WTF is “contract stacking”!?!?!

That was my reaction when I first saw it mentioned, too.

Long story short, Fidel has developed a way for BDRs to automate and operationalize their work so efficiently that they’re able to work multiple 40-hour prospecting contracts at once and earn as much as $10k a month 🫠 

I had to have him on the podcast to learn more: