Build the team

Hire, ramp and pay GTM people so the engine runs without you in every deal.

What founders use for build the team, ranked by how many answers lean on it.

  1. Video · 2 hr watch Building a world-class sales org | Jason Lemkin (SaaStr) Lenny Rachitsky and Jason Lemkin In 4 answers
  2. Video · 25 min 5 Mistakes Founders Make When Hiring Their First Salesperson with SaaStr's Poya Osgouei Poya Osgouei
  3. Video · 46 min 7 Ways to Ramp New Sellers to Full Quota Lightning Fast GTMnow
  4. Video · 49 min How to Hire a Great First VP of Sales SaaStr AI
  5. Video · 24 min How to Build a Sales Commission Structure - That Reps Actually Understand Everstage
  6. Video · 2 min Hiring & Compensation for enterprise SaaS teams AIBoomi (formerly SaaSBoomi)
  7. Video · 7 min The Ultimate Sales Capacity Planning Guide LeanScale
  8. Video · 20 min Mark Roberge, CRO, HubSpot - The Sales Acceleration Formula Mark Roberge
  9. Video · 92 min Masterclass: The Perfect Sales Onboarding Program Armand Farrokh and Nick Cegelski
  10. Video · 26 min CRO Confidential: Sales Comp, Quotas & Recruiting with Jason Lemkin and Sam Blond of Founders Fund Jason Lemkin and Sam Blond
  11. Video · 33 min The Art & Science of Quota Setting: Get It Right or Lose Your Team | 30MPC Playbook (Lead) 30 Minutes to President's Club
  12. Video · 22 min How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures SaaStr
  13. Video · 55 min Fix the Foundation: Getting Your Data Ready for Territory Planning Matthew Volm, Kevin Davis and Jen Igartua

The questions

Hiring and ramping GTM people 16

Your first sales hire, the interview loop, the ramp plan, and knowing early when someone is not going to make it.

When do I stop selling myself and hire my first salesperson? 5 → What does a good first sales hire actually look like, and what should I not fall for? 5 → I have been offered the first sales hire job at a startup. What should I check before I say yes? 4 → How do I interview a salesperson when I have never sold for a living? 3 → What should a new rep's first 90 days actually look like? 5 → All 16 questions in Hiring and ramping GTM people →
Comp, quotas and territory 16

Comp plans, quotas, OTE and accelerators, territory and segment design, in dollars and in rupees.

I have been handed a comp plan. How do I work out what I will actually earn? 5 → What do OTE, pay mix, accelerator, draw and clawback actually mean? 4 → I am a founder writing my first sales comp plan. What is the simplest thing that works? 4 → What is a fair quota for my first rep when we have no history to go on? 5 → How do I set quotas that most of the team can actually hit? 5 → All 16 questions in Comp, quotas and territory →
eChai Partner Brands The partnership →