“Founders often don’t get out of their comfort zone in terms of sales, particularly between seed stage and Series A. They have to get on a plane and SELL!” — Stefan Groschupf, Automation Hero “Never hire just one salesperson at the same level – hire two. That way you can find out if the product is not working in the market, or if the salesperson is not working.” — Jens Hutzschenreuter, Digital Business Group “Employ a sales manager when, as the sales leader, you realize that you are spending less than 40 percent of your time on strategic work and can’t answer the question ‘what will my business look like this time next year.’” “The traits I look for when hiring for early stage sales execs are Loyalty, Attitude and Tenacity (LAT), as I have yet to meet anyone that coaches someone these traits.” — Neil Ryland, Peakon 21