Hire and ramp your first rep

Stop being the only person who can sell it, without setting fire to a year of runway.

4 steps, 16 questions underneath, read for leading a gtm team

1. 1
   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.

   How many reps should I hire next quarter, and in what order? 5 → When do I hire a VP of Sales, and what happens if I get it wrong? 5 → One of my reps is at 40 percent of quota. How do I move fast without wrecking the rest of the team? 4 → How do I actually get out of founder-led sales instead of just talking about it? 5 →
2. 2
   Comp, quotas and territory

   Comp plans, quotas, OTE and accelerators, territory and segment design, in dollars and in rupees.

   How do I build a comp plan that pays for the strategy we actually have this year? 5 → What does sales comp look like for an India based team selling into the US? 5 → My comp plan is being gamed. How do I find it and fix it mid-year? 5 → How much should the whole GTM org cost, and how do I know when we are overspending? 5 →
3. 3
   Running a sales process and closing

   Discovery, demos, qualification, champions, procurement and the last mile to a signature.

   How do I turn random wins into a sales process someone else can run? 4 → When do I hire a VP of Sales, and what happens to me after I do? 3 → Security reviews keep stalling my deals. What do I actually need, and when should I get it? 4 → How do I put a deal desk and discount approvals in place without slowing everything down? 3 →
4. 4
   Forecasting and GTM metrics

   Pipeline coverage, stage conversion, CAC payback, magic number, and calling a number you can defend to a board.

   How do I call a quarterly number I can actually defend to my CEO and my board? 4 → What should I actually put in front of the board every quarter, and in what shape? 4 → We miss the forecast almost every quarter. How do I actually fix accuracy? 4 → How do I use CAC payback and magic number to decide whether to hire more reps? 4 →