When do you hire your first salesperson?

We encourage founders of B2B companies to make at minimum the first twenty sales before hiring their first salesperson.

After twenty sales, the ICP (Ideal Customer Profile) is pretty set. You have a good idea of how to find them, speak to them and what their objections may be.

At twenty customers, you understand enough to teach someone else how to sell.

If a company hires sales representatives before that point, we've seen it really hinder the business.

Instead of being on the front-lines listening to their customers, the founders spend their time managing and interpreting their reps. The learning that you want to maximize at the earliest days slows.

So, do the first twenty sales yourself. Then hire reps only if you think the company is ready.

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