Hello fellow founders! My name is Mandy - nice to meet you! What are all of you working on when it comes to sales in your business? We have had a successful *non* founder-led sales model for the last 2.5 years but I have still been involved in sales engineer work with our AE. Right now, we are working on having our consultants take over more of our sales engineer activities and we are starting to generate more top of funnel interest from our consistent marketing so we are revisiting having a BDR help to book sales calls for our AE. I would love to hear what you all are up to and start a conversation! --- This post was migrated from connect.com and was originally published at an earlier date.
Great to meet you MANDY THOMPSON Thanks for posting this question! I wanted to tag in a few other community members to get the conversation started. Oliver Tong Steven Savvides Jacquee Adams - how are you currently thinking about (and working on) your sales strategies? MANDY THOMPSON what do you miss about your founder-led sales days? Anything to keep in mind as folks scale? --- This post was migrated from connect.com and was originally published at an earlier date.
Great question, Victor Becerra ! I don’t miss much about founder-led-sales 
It is important to stay involved in the sales process as you hand it over and continue to iterate. I have stepped back a bit and then revisited sales a number of times to ensure we are progressing in the right direction. It has been fun to see our sales function mature more and more. We are close to removing me from complex scoping and having consultants take that over. We have sales run pipeline reviews with our consultants to ensure we are identifying and pursuing expansion opportunities. This allowed them to practice scoping and selling so that they can prepare to do this with new business. Overall, I think that you should trust yourself when you are building out your sales function and don’t overbuild it too soon. Start with a sales rep or two and then figure out what you need. Consultants can be helpful but I would make sure that they have handled your type of scenario and business. Basically, trust your own knowledge as much, if not more, than a consultant’s. You know your business and also how you feel about the revenue process. Lastly, when considering moving away from founder led sales, use psychometric behavioral testing for yourself and your candidates. Know the “type” of person that needs to replace you as well as the type of person who will handle your sales process well. It is different for different businesses and products. --- This post was migrated from connect.com and was originally published at an earlier date.