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

Showing 4 of 16 questions. Clear filters

How many reps should I hire next quarter, and in what order? Do the arithmetic backwards from the number. Take next year's new ARR target, divide by realistic per rep yield, then divide again by the attainmen... Leading a GTM team 4 resources → When do I hire a VP of Sales, and what happens if I get it wrong? Roughly 70 percent of first VP of Sales hires do not make it, and a bad one costs you about a year, so the timing rule matters: hire when you have ... Leading a GTM team 5 resources → One of my reps is at 40 percent of quota. How do I move fast without wrecking the rest of the team? First establish whether it is the rep or the territory, because firing someone who was handed a dead patch teaches the team that the number is rigg... Leading a GTM team 4 resources → How do I actually get out of founder-led sales instead of just talking about it? You get out by writing things down, not by hiring harder. Build a sales operating model on paper: leads, conversion rate by stage, deal size, win r... Leading a GTM team 4 resources →
eChai Partner Brands