Tech Startup Toolkit

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.

This discussion ...