Hiring the right people is the most important thing a company can do to build a successful business. When first starting out, the CEO should act as the first sales representative and hire additional salespeople after proving some initial product-market fit with customers outside one's network. As the team scales, companies should hire their first sales leader who has experience with early-stage companies and invest early in sales operations. The interview process should allow candidates to be themselves and focus on discussing their strengths, goals, and past performance rather than hypothetical scenarios.

3. Acquiring the right talent is the most important
key to growth… Hiring was–and still is–the most
important thing we do.
– Marc Benioff
The secret to my success is that we’ve gone to
exceptional lengths to hire the best people in the
world.
– Steve Jobs

5. Recruiting Principles
• Hiring the right people is the most important thing you can do to
build a successful business
• Make recruiting part of everyone’s jobs
• Hiring is all about mitigating risk

6. The Early Days
• The CEO should be the first sales rep
• Prove at least some product market fit with non-friends and family customers
• After a handful of customers, hire your first couple of AE’s
• Use your network
• Hire more than one
• Solve for stage of company, deal size/cycle time, and performance history, not domain

7. Scaling The Team
• After 2+ reps are successful, it’s time to hire your first sales leader
• Use your network
• You want someone who has seen what great looks like at an early stage
• Who are they bringing with them?
• Invest early in sales operations
• Don’t expect your sales leader to spike here

8. Interviewing
• You want candidates to be themselves
• Do: Ask about their strengths, where they need support, goals, and historical
and historical performance
• Don’t: Ask “Tell me about a time when…” questions
• Favorite interview questions:
• What does success look like for you personally in this role?
• What do you do different from your peers that makes you
a top performer?

9. Make Recruiting Easier
• Draw during ramp
• Pay top of market
• 70%+ of the team over quota
• Promote from within when you can
• Set attainable company revenue targets to develop a
culture of winning
• Obsess over employee happiness