Missing your sales hiring target

As a sales leader, you have many responsibilities: Hiring, ramping, reporting, forecasting, and training are some of the many. But the one responsibility that trumps all others is hitting your number. So, what if your 2017 sales force planning, already has you missing your revenue target this year? Why sales headcount might keep you from hitting your number. What many sales leaders may not account for is the need to over-hire in the beginning of their fiscal year (often January / February), in order to provide enough coverage to hit revenue targets. Here’s why: Sales rep ramp time & training. All sales reps, no matter how experienced, need time to learn your product, sales process, and market. In fact, most companies allow[…]


BDRs: Setting the sales stage. Successfully recruiting new business development reps (BDRs) can be quite the challenge. BDRs might be easier to hire than engineers, but it’s extremely difficult to predict their success. Don’t be fooled, though: Hiring the right BDR candidates is a crucial component to your sales team’s long-term success. BDRs often shape the culture of your sales team and are responsible for generating the pipeline that your quota-carrying reps need. That’s a lot of responsibility! Not to mention, if all goes to plan these hires will be on the front lines some time over the next 15-24 months. Now, factor in that these crucial hires often have less than 2 years experience in the real world. Scary[…]


There are 3 key questions to ask yourself before even thinking about making your first sales hire. Have you found product-market fit? Meaning, do you have one person who actually wants to buy what you are selling. Do you have a big enough market that warrants a sales team? Have you tried selling the product on your own for an extended period of time? If the answer is yes to all of the above, you may be in the right position to hire your first sales rep. But, where do you find someone that can do the job, and more importantly, give feedback to the people building the product so that you know what to build? Since this is a very unique set[…]