25 The right character for your sales leader— and when to hire them

 

This chapter covers

  • The sales function—do you really appreciate this startup superpower?
  • The sales leader will be your revenue rockstar. But first, have you ensured that you have a sellable product?
  • Managing sales superstars—and how do you snap them up?

In my experience, most tech founders do not have a shred of DNA for high-power relationship selling or for finding and hiring the best people who are the best at sales. I didn’t. And I found it very hard to assess salespeople and be prepared to manage them. So, more than almost any other anecdote in this book, this is one I wish I’d had when I was struggling to build up a sales team for the first time.

25.1 The role of sales in a startup

25.2 When to hire your sales team

25.3 Characteristics of great salespeople

25.3.1 Disqualifying traits

25.3.2 Driven to win

25.3.3 Relationship-builders

25.3.4 Detail-oriented

25.3.5 Process driven

25.3.6 Great listening skills

25.3.7 Empathy and patience

25.4 Unique compensation package

25.5 The moral of this anecdote