Founding Sales

Answers What does a good first sales hire actually look like, and what should I not fall for? I have been offered the first sales hire job at a startup. What should I check before I say yes? How do I interview a salesperson when I have never sold for a living? What did HubSpot learn about which sales candidates actually succeed, and does it hold up?

Answers What should a new rep's first 90 days actually look like? How do I hire SDRs in India and keep them past four months? What does a genuinely elite onboarding and ramp program look like, and what does it buy you?

Answers When do I stop selling myself and hire my first salesperson? I am the first AE and my founder still runs half the deals. How do we split it? How do I know whether a new rep is going to work out before six months have gone by? How many reps should I hire next quarter, and in what order? One of my reps is at 40 percent of quota. How do I move fast without wrecking the rest of the team? How do I actually get out of founder-led sales instead of just talking about it? How do the best-run sales orgs decide someone is not going to make it, and how fast do they move?