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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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 → How do the best-run sales orgs decide someone is not going to make it, and how fast do they move? They decide against a written bar that existed before the person joined, and they decide early. The mechanism is a ramp scorecard with dated gates,... How the best do it 4 resources →
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