Q:  What are the top 3 biggest concerns in managing a first sales team?

A few of the top ones:

  1. Recruiting. Top sales people want to work for a great VP of Sales. If you don’t have one, it’s very hard to attract top sales reps.
  2. Training. Too many startups don’t train or onboard reps properly. That can be OK for reps 1–2 who get a ton of attention, but as you hire beyond that, many simply won’t really learn the product and the market well enough if you don’t train them.
  3. Paying the best ones well. All sales execs want to make a lot of money :). But what’s more important is that your top reps make a ton of money — by selling a lot. That shows everyone else the way. And inspires and challenges them to do better.

Your #1 Sales Rep Should Be Driving an M8 Convertible By Month 12. (And Not Buying a Panerai Watch.)

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