B2B salesfounder-led saleshiring
When is a startup ready to hire a sales lead instead of founder-led sales?
We have early B2B customers, but the founder is still closing most deals. The team wants to hire a sales lead, but I am not sure if the sales process is repeatable enough.
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Document three things before hiring: buyer persona, demo flow, and why deals are lost. Without that, sales hiring becomes expensive trial and error.
We hired too early and blamed the sales lead. The real issue was that our ICP was unclear. Once we narrowed the buyer profile, sales hiring worked better.
Do not hire a sales lead to discover the sales process. Hire after the founder has proven who buys, why they buy, sales cycle length, objections, pricing, and repeatable outreach channels. Otherwise, the new hire spends six months guessing.