Having spent the last 25 years in startups and high growth companies, I have had to build sales teams from the ground up several times. While many people would prefer to avoid the heavy lifting required to build a sales team from scratch, starting with a clean slate offers a great opportunity to establish the conditions for success right from the start. That said, there are also several unique challenges that must be tackled in order to be successful.

READINESS

One of the first challenges is getting the timing right.

As a recruiter specializing in finding top performing sales people, we receive many inquiries from companies eager to hire their first sales people. While it sounds counter-intuitive for us to talk prospects out of buying our ...