Evaluate new sales reps sequentially: onboarding, first meetings, then proposals
Pete Kazanjy · Founder-led sales | Pete Kazanjy (Founding Sales, Atrium) · Dec 15, 2022 · at 49:58
Pete Kazanjy (author of Founding Sales) outlines the sequential ramp-up timeline for evaluating new sales hires at early-stage startups.
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“In the first month, maybe you spend that time like onboarding the rep, teaching them, you know, going through mock discovery conversations, mock demos, et cetera, having them ride along with you. In the second month, we would expect them to have like, you know, 10 first meetings or maybe 21st meetings, and we would expect 50% of those to get to the second meeting. So we would measure those things. In the third month, we would expect some subset of the month of those first meetings and second meetings that happened in the second month to get to a proposal.”
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