When do you ramp up your sales and marketing

David Cowan of Bessemer Venture Partners has a few ideas on a concept called the Sales Learning Curve Who Has Time For This?: The Best Startup Advice I Have. The concept was developed by Mark Leslie of El Dorado Technology Ventures. Here's the link to his original paper The thing is - Sales and Marketing, stay highly subjective. It takes time, effort and science to probe and try different methods to reach your target audience. During that time, you need to keep your sales and marketing staff lean. To quote him:

As my erudite partner and Harvard Business School Professor Felda Hardymon likes to instruct, "run the business like a one story whorehouse" (with no fucking overhead). Hire only two or three creative, guerilla-style reps and a VP who knows how to experiment with multiple channels.