Article · short read
Evolving From Founder Selling To A Sales Team
April Dunford · aprildunford.com Free Intermediate
A four phase model for handing off sales, with a clear warning that most of the damage comes from adding closers too early. Short enough to read before your next hiring decision and specific enough to change it.
- The common mistake is adding account managers and closers too early, before the process is repeatable.
- Hiring a well-connected senior seller while you are still building a suspect list is almost always wrong.
- Hire an inside BDR to book qualified meetings first: lower risk and easier to hire than a closer.
- Once the funnel works, a rep's contact book matters far less than their ability to build relationships and close.
