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 · 26 min CRO Confidential: Sales Comp, Quotas & Recruiting with Jason Lemkin and Sam Blond of Founders Fund Jason Lemkin and Sam Blond
  2. 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
  3. Podcast · 19 min Are SPIFs Actually Worth It? Leo Rocha
  4. Podcast · 44 min #42 How to Build an Effective Sales Territory Plan - with Jeremy Donovan (Insight Partners) Jeremy Donovan
  5. Video · 22 min How to Double Your Magic Number and Increase Your Go-to-Market Efficiency with Sapphire Ventures SaaStr
  6. Podcast · 32 min Beat the Benchmark #1: How to Improve Rep Quota Attainment Guy Rubin and Adam Roberts
  7. Podcast · 37 min Incentives and Compensation in Product-Led Sales with AJ Bruno AJ Bruno
  8. 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 →