Dear SaaStr: What Are Your Top Tips For Hiring Our First Few Sales Reps?
When you’re hiring your first sales reps, it’s all about getting the foundation right. These early hires are critical because they’ll shape your sales culture and process. Here’s how I’d approach it:
1. Hire Two Reps, Not One
This is non-negotiable. If you only hire one, you’ll never know if they’re succeeding because of their skills or because of the market/product fit. With two, you can compare performance and figure out what’s working.
2. Would You Buy From Them?
This is the ultimate test. If you wouldn’t buy your own product from them, don’t hire them. Early leads are too precious to waste on someone you don’t trust to close.
3. Look for Startup Experience
Avoid reps who’ve only sold at big companies like Salesforce or HubSpot. Selling at a startup is scrappier and harder. You need someone who’s thrived in chaos and can sell without a big brand behind them.
4. Hire Product Gurus
Your first reps need to be product experts. They’ll be selling to early customers who often need a consultative approach. If they can’t deeply understand and explain your product, they’ll struggle.
5. Scrappy and Hungry
These reps need to be self-sufficient and willing to figure things out without a playbook. Look for people who’ve been early reps at other startups—they’ve already navigated this environment.
6.*Be There to Help
Early on, you’re the sales manager. You’ll need to train them by osmosis—sitting next to them, listening to calls, and helping them close deals. This isn’t scalable long-term, but it’s essential in the beginning.
7. Pay Well
Don’t underpay your first reps. Great salespeople want to make money, and if you try to save cash here, you’ll end up with mediocre hires who cost you more in lost deals than you save in salary.
8. Interview a Lot
You’ll need to interview at least 30 candidates to find the right fit. Don’t settle. Keep looking until you find someone who checks all the boxes.
