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.
I would pass on hiring any 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 30-45 days … it’s usually close to hopeless.
So just ask. Please, please, please just ask. Ask them the top 2 folks they’d bring with them. If they don’t have any, pass. If they give you names, talk to them before you ship the offer letter.
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