How to Build a Sales Machine That Doesn’t Rely on You Forever
Think you can hire your way out of sales? Think again. Most founders try to hand off sales too early, and it kills their momentum. There’s a proven six-phase system that successful founders follow to build a sales machine that scales, and it starts with you staying in the game longer than you’d like.
⏱️ TIMESTAMPS:
0:00. Introduction: The Six Phases of Founder-Led Sales
0:17. Phase 1: Finding Product-Market Fit
1:09. Phase 2: Acquiring Customers
1:31. Phase 3: The First Sales Hire
3:09. Phase 4: Making it Predictable
4:23. Phase 5: Multiple Sales Hires
4:53. Phase 6: You Still Own the Biggest Deals
7:37. The Revenue Number Is Still Yours
THE SIX PHASES:
1. PRODUCT MARKET FIT
Get people to pay real money and narrow down to one ICP, one product, one pain point, one route to market.
2. CUSTOMER ACQUISITION
Document your repeatable sales process while you’re still the one doing all the selling. Don’t hire anyone yet.
3. HIRE YOUR FIRST SALESPERSON
Hire a proven salesperson (not a VP ) who’s sold a product like yours to customers like yours. And always hire two.
4. SCALE TO FOUR SELLERS
Keep hiring proven sellers and run the “Michael Jordan playbook” while you remain the sales leader.
5. HIRE YOUR SALES LEADER
When you have four sellers, bring in a sales leader who’s scaled a business like yours from £1m to £10m ARR.
6. YOUR NEW ROLE: OWN THE BIGGEST DEALS
You’re still doing the signature deals that are 10x your average order value. The revenue number is still yours.
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