GTM Talent Glossary

The vocabulary of GTM people assessment. Written by practitioners who have built, inherited, and rebuilt commercial teams inside PE portfolios.

Terms

• Key Person Risk — The concentration of critical revenue relationships, institutional knowledge, or execution capability in one or a small number of individuals
• Management Team Assessment — Structured evaluation of the commercial leadership team's capability, scalability, and alignment with the investment thesis
• Sales Team Scalability — Whether the current sales organization can absorb headcount growth and geographic or segment expansion without structural redesign
• Founder Dependency — The degree to which the company's commercial engine relies on the founder's personal relationships, domain expertise, or decision-making
• Founder-Led Sales — A go-to-market motion where the founder is the primary or sole revenue-generating seller
• Ramp Time — The elapsed time from a new sales hire's start date to the point where they consistently produce at full quota
• Sales Team Tenure — The distribution of time-in-role across the sales organization, used as a proxy for institutional knowledge depth, cultural stability, and attrition risk
• Talent Density — The ratio of high-performing individuals to total headcount within a commercial team