Article · Short read

When You Hire Your First Sales Rep, Just Make Sure You Hire Two

Jason Lemkin · SaaStr Free Intermediate

The reasoning is better than the headline: with one rep you cannot tell whether success or failure came from the person or the process. Lemkin's own two reps sold in opposite styles and that contrast surfaced new segments.

  • Lemkin's argument: hire two first reps, not one, because with one you cannot tell a good rep from a bad market.
  • Inside sales reps only pencil out once your ACV is at least about 2,000 dollars, and even that is low.
  • A rep pays for themselves if LTV over ARPU is above 2x; aim for 3x or more.
  • Two hires also give you redundancy, since people leave more often now, even well-paying jobs.
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The question it answers

  1. When does a founder stop selling personally, and why do the best ones hire two reps instead of one?

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