Essential Insights on Sales Team Building and Leadership Evolution

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
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• Things you can steal