Dear SaaStr: What’s the #1 Mistake New Sales Leaders Make?
Let me just summarize my #1 observation here: the top mistake first-time sales managers make is recruiting. In that — they can’t do it. They can’t recruit great reps. They can recruit some mediocre ones, but that’s about it.
It is incredibly hard to figure out how to replicate the magic of the first 1 or 2 sales reps that work closely with the CEO. And add in a first-time sales manager who may have limited experience recruiting a team, and it gets risky.
Generally, I would pass on hiring a sales leader who has never recruited at least a few reps that hit quota. This is very different than managing them, or inheriting a team. Going out and sourcing, closing and managing several reps to exceed quota.
If your first head of sales / VP of sales can’t bring in at least 1–2 great reps in her first 60 days … it’s usually close to hopeless.
More here:
