Build the team

Hiring and ramping GTM people

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

Level All Breaking into GTM Doing the work Leading a GTM team How the best do it
Market All India Global
Who's asking Everyone Founder doing GTM Founding AE SDR or BDR RevOps Sales leader Agency or consultant

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How did Freshworks build a global sales team out of Chennai when that talent did not exist yet? They stopped looking for the resume and started looking for the raw material. Girish Mathrubootham's rule was bet on people, not pedigree, so they ... How the best do it 4 resources → What did HubSpot learn about which sales candidates actually succeed, and does it hold up? Mark Roberge scored every hire against a list of traits and then went back and checked which ones correlated with performance. Five held up: coacha... How the best do it 3 resources → What does a genuinely elite onboarding and ramp program look like, and what does it buy you? It looks like a school, not a buddy system. Cohorts rather than one-offs, a written curriculum split into market, product, process and tools, certi... How the best do it 4 resources →
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