20Sales: Inside ElevenLabs $330M ARR Sales Machine | The 20x Sales Comp Plan Reps Must Hit | How to Land and Expand in a World of AI | Why Product-Market-Fit is BS, Reps Should Not Be in the Office and Outbound is King with Carles Reina
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We ask everyone to bring 20 times their base salary. That's your quota, right? So if I pay you 100K a year, your quota is $2 million. If you don't achieve your quota, then you're gonna be out, right? And we're very ruthless on that end.
When I see my sales team in the office like multiple days, I start getting worried. Because like if you're a salesperson, you need to be on the road. When you join 11 labs, you need to have signed your first contract within the first two weeks. Salespeople need to be on their toes all the time and they need to be told. This is 20 Sales with me, Harry Stebbings.
Now stay we have the best 20 sales episode that we have ever done. Carles Rayner is the VP of sales at 11 Labs, where he has scaled the revenue org to over $330 million in just three years. He's also a phenomenal investor with investments in the likes of Revolut, Happy Robot, Nothing and more. This was probably one of the most granular but also insightful sales episodes we've done. Carlos does not pull any punches.
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