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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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 → 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 →
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