How to build a sales team from your first hire to a full function

Протокол вирішення

1. 01

   Hire after founder-led sales proves the process

   If you (the founder) can't close deals consistently, a salesperson can't either. Document your sales process — discovery questions, objection responses, demo flow, proposal template — before hiring anyone. Your first SDR or AE inherits your process, not creates their own.

2. 02

   Hire AE before SDR at early stage

   Contrary to common advice: hire a closer (AE) before a prospector (SDR) if your pipeline is already there. AEs generate their own pipeline at early-stage companies. SDRs need management infrastructure, enablement, and enough leads to stay busy — none of which exists yet.

3. 03

   Build a 30-60-90 day ramp plan

   Day 1–30: product knowledge, CRM setup, shadow 10 calls. Day 31–60: own their pipeline with manager support on all deals. Day 61–90: full quota, monthly 1:1 coaching. No ramp plan = no performance baseline = no fair basis for any performance conversation.