From 11 to 100 Employees: The Key to Scaling Up

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The document discusses tips for scaling a business from 11-100 employees. It provides advice on scaling a sales team through continuous training and pipeline reviews. As a company grows, the CEO's role shifts to being the Chief Explanatory Officer and focusing internally on culture and employees. When issues arise, communicating clearly with employees is important over quick fixes like mass dismissals.

From 11 to 100 Employees
The key to scaling up
Fabien Pinckaers
Odoo Founder & CEO

Odoo’s Hypergrowth
# of Employees
2004: 1
2007: 10+
2010: 100+
2018: 500+
2019: 900

Sales Learning Curve:
Recruit 3 salespeople, wait until they
get on target, only then you can scale

How to Identify Good
VPs of Sales?
They continuously train,
coach, do pipeline reviews

When you grow fast, future
customers are 10x more valuable
than current ones.

Getting the right director is
more important than choosing
the right location.

Don’t recruit an experienced
VP of Sales or CEO...
Unless you are too rich!

A young, over-achieving,
existing employee is
the safer choice

Management from a
distance does not work!

As you grow, the CEO becomes the
Chief Explanatory Officer

Good
managerial
decisions
(top-down)
Bottom-up
innovations:
Culture
SmallMediumLarge
As the company grows,
the role of the CEO switches

Your company needs you
more than customers, projects,
conferences, or social clubs

Focus, Focus, Focus
“We will not do that!”
Is more powerful than
“The priority is this!”

Do not dismiss employees
in waves: cut once, but hard

Don’t BS employees:
When times get hard,
communicate clearly.

From “no more cash”
to “bankruptcy”,
You have 2 years.

Timing is the most critical
component of any negotiation!

Belgium Only:
Taxes on stock options
are great, but can be tricky

Sometimes you need to
act like a shareholder,
not like a manager

Recruitment Is Key
Focus: IQ Test, Real Tasks
Evaluate Competencies, Not Experience

Onboarding new
employees massively
boosts productivity!

Above 50 employees,
manage salary packages
based on employee costs

Use Odoo!Seriously, the right tools changes everything.

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