It’s a fair and serious concern.

You need a great, hands-on manager for your field team that knows how to manage the cadences of long sales cycle / few-deals-per year teams.

Few things will create more anxiety for you than hiring your first few field reps. With their high comp, long sales cycles, and seemingly endless motions before a single deal closes … you can be $100,000 and 6 months in before you have any idea if they are good.

Your options? Be super hands on and join a lot of meetings with the AE. Really understand yourself where these deals stand.

And/or hire a VP of Sales that has successfully build a field sales team before. Not just inside sales. She will know.

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