Gartner Research

Tech CEO Guide to Choosing the First Few Sales Hires

Published: 04 March 2020

ID: G00466810

Analyst(s): Michele Buckley , Neil McMurchy


Many tech CEOs do not have experience hiring or managing salespeople, which makes choosing the first sales hires particularly risky. This document provides best-practice guidance for selecting roles, responsibilities, experience and salaries for the first few sales roles in small tech companies.

Table Of Contents
  • Key Challenges



  • Why Hire? Outsourcing Cold Calling Usually Leads to Poor Results
  • Build a Sales Team From the Bottom Up, Not From the Top Down
  • Choose a Sales Role That Thrives in Emerging Providers
    • Hire Sales Development Representatives for Prospecting and Lead Qualification
    • Hire Inside Sales Representatives for Lead Progression to Contract Signature
  • Choose a Cost-Effective Region for Recruiting
  • Set the Right Salary Using Compensation Benchmarks
  • Attract Sales Candidates by Writing Appealing Job Postings
    • Be Brief and Easy to Scan

Gartner Recommended Reading

©2022 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.