Gartner Research

Tech CEO Guide to Choosing the First Few Sales Hires

Published: 04 March 2020

ID: G00466810

Analyst(s): Michele Buckley, Neil McMurchy

Summary

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

Introduction

Analysis

  • 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

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