Q: What are the top 3 biggest concerns in managing a first sales team?
A few of the top ones:
- 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.
- 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.
- 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.