Nakul Mandan has an excellent tweetstorm on the importance of building sales capacity in advance of growth. The idea is that startups get caught up in the here and now and don’t start hiring and training AEs, SDRs, and SEs soon enough for the long term goals.
The solution: plan 24 months in advance. Figure out the sales metrics and model the sales rep ramp.
When the startup is scaling fast, build sales capacity in advance.
David Cummings on Startups 