Sales Team Dynamics and Structure

Nick, Armand, and Mark Kosoglow talk through how and when you should make different sales hires as your sales team grows.

ACTIONABLE TAKEAWAYS:

• Hire Builders First: Early sales hires should create processes, while later hires follow them.
• CEO Sales Involvement: Founders should sell until they define the product and process, then transition to AEs.
• Scaling Key Roles: Maintain a 1:1 AE to SDR ratio early, shifting to 2:1 later. Hire RevOps early; SE and enablement depend on need.
• Manager & Director Timing: Keep managers at 8 reps max, stretching to 10-12 if needed. Delay director hires until managing at least three managers.

RESOURCES DISCUSSED:

• Stages of Sales Leader Episode
• Join our weekly newsletter
• Things you can steal