The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20 Sales: Zoom's Head of North America Sales on When To Hire a Head of Sales, Why You Should Hire a Head of Sales Before Sales Reps, The 3 Traits to Look for When Hiring Sales Reps & What Sales Leaders Can Do To Make Their Sales Team Feel Like They Are Wi
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Apr 27, 2022 Mitch Tarica, Head of North America Sales at Zoom, shares his journey from childhood passion for sales to leading a major tech company's sales efforts. He discusses when to hire a Head of Sales versus Sales Reps, emphasizing early sales hires’ impact on scalability. Mitch outlines three crucial traits to seek in sales candidates and explains effective onboarding strategies. He warns about common hiring mistakes founders make, highlighting the importance of diverse skill sets and collaborative sales cultures for success.
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Mitch's Sales Journey
- Mitch Tarica started in sales at his father's shoe store and Nordstrom's.
- He worked at ADP, WebEx, Oracle, and RingCentral before joining Zoom.
Founder's Role in Sales
- Founders should lead by example, setting the sales culture and go-to-market strategy.
- Involve the sales team in early customer interactions, especially at the beginning.
First Sales Hire
- Hire a Head of Sales first to create the sales playbook, build the team, and establish the culture.
- They can also align cross-functionally with other departments like marketing and channel partners.
