The nice thing about setting realistic quotas is you can:

1. Go back to celebrating wins rather than punishing them

2. Finally stop recruiting because you can stop needlessly firing

3. Focus on your product while your sales team enters auto-pilot mode

4. Stop lying to investors about your confidence while actually losing sleep

Most sales teams are doing all they can to convert demand into revenue. 

Don't worry about hitting cookie-cutter unicorn growth metrics. 

They're irrelevant to most companies.

What matters most is continuously beating last year's numbers. 

What matters most is profitability and scalability. 

Investors will insist otherwise, but it's your decision who you serve first; customers, employees, or investors. 

The path of least resistance is investors. 

The path of long-term success is customers and employees.

It's difficult to sometimes see when investors are pushing for the wrong things for the wrong reasons.

It can be perceived as optimism and encouragement but if it's pushing expectations that are beyond the realm of reality we need to take a step back and ask ourselves what the long-term cost of such aggressive expectations truly become.

They usually mean lost sales talent and running in circles hiring and firing.

Slow and steady is the path to success for most SaaS companies, especially in today's hyper competitive environment.

Happy Selling,