Step 5
Build a team
It doesn't need to be perfect, but you need to feel like you could actually train someone how to do this.
Mark Tanner
Co-founder, Qwilr
You've closed your first deals. You understand your Ideal Customer Profile (ICP). You have a repeatable pitch that works. Now comes the hard part: knowing when to bring on help so you can step back and spend time on other parts of your growing business. (Although you’ll never fully remove yourself from sales.)
Scaling sales isn't just about hiring more people. It's about preserving the learning velocity and customer intimacy you had as a founder-seller while building the systems, culture, and team that will carry you to the next stage of growth.
This is where most founders either accelerate their path to product-market fit (PMF) or expose how little they actually know about their customers.
In this section, you’ll learn how to make sure it's the former.
We’re going to cover:
- The signals that show it’s time to hire sellers
- Who to hire and what to look for in candidates
- How to model compensation for your sales team
- Keeping product and sales teams in sync
- Seeding the culture of your sales team