20VC: Inside Clay's Sales Playbook Scaling to $100M ARR | How to Set Sales Comp Plans | How to Read Sales Talent Linkedin Profiles | What Profiles to Hire & Fire | How to Increase Performance and Speed in Sales Teams with Becca Lindquist

**Becca Lindquist** (0:00)
How do you read a Linkedin profile? Our quota to OT ratio is like, I think it's like seven and a half. It should be heavily weighted towards overperformance. If I'm giving you a big quota and you're hitting 110% of that, I want you to be making good money. I think is best is when you have 60% of people over 100%, 80% over 80%.
You're building a winning culture. Hire two at a time, because then you'll actually see, you hire one, you're like, is it good? Is it not good? I don't know. If you hire two, it's pretty clear. Outbound will never be dead.

**Harry Stebbings** (0:30)
This is 20 Sales with me, Harry Stebbings. 20 Sales is the monthly show where we sit down with the best sales leaders to unpack their tips, tactics, and strategies to scaling the best sales orgs. Today, we have Becca Lindquist, Head of Sales at Clay. Clay is one of the fastest growing companies to scale to $100M in ARR and honestly, I've interviewed a hundred of the best sales leaders now. I would say Becca and Carles Reiner at 11 Labs are the two that I have been most impressed by. This was an exceptional deep dive that goes very granular into how to scale a sales org. Get your pen and paper out. You'll be taking a lot of notes in this one. But before we dive into the show today, a quick shout out to a company I've been genuinely blown away by and have been tracking closely, ROX. I've been watching this team closely and the speed they're operating at and the level of applied AI talent they've assembled. It's honestly remarkable. ROX is pioneering revenue agents for the Global 2000, plugged into your data warehouse and CRM, and delivering board-level ROI in just 90 days. These sales and revenue agents handle the end-to-end sales process for large enterprises, from research prep to deal risk, outreach, and opportunity management. So sellers spend more time with customers and less time in tools. This isn't another productivity app. Christ, we've all had enough of those. ROCKS gives reps a single interface on top of their GTM stack, powered by a knowledge graph across your internal and external data. So if you want to boost AE productivity, increase revenue per rep, and consolidate your stack, try ROCKS at rocks.com/sign up. While ROCKS keeps your revenue team aligned, Granola keeps your calls captured and actionable. You're in back-to-back meetings all day. You're trying to stay present, but you're also worried you'll forget the decision, the action item, the important next step. That's where Granola comes in. Granola is an AI-powered notepad for meetings. You jot down rough notes like you always do, and in the background, Granola transcribes and turns them into really clear, useful notes when the meeting ends. No bots joining your call, no distractions, just a clean notepad that helps you focus. During or after the call, you can chat with your notes, ask Granola to pull out action items, help you negotiate, write a follow-up email even, or coach you using recipes which are pre-made prompts. It's actually the same technology we used to create our podcast notes. Once you try it on a first meeting, it's really hard to go back. Head to granola.ai/20vc, that's granola.ai/20vc, and get three months free with the code 20VC, that's 20VC. While Granola turns calls into clarity, Framer turns ideas into pages.
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Becca, it is so good to have you in this year. It's so nice to do it in person. I went for a walk around Hyde Park with Varun, and he said so many wonderful things. So thank you so much for joining me today.