Who Should Be Your First Sales Hire?

Steve LudwigValue Creation JourneyLeave a Comment

the number one in a parking space

Quick. Think of a salesperson. What comes to mind? How do you feel about that person?  If you are like most of us, we’re suspicious of salespeople. They are the ones that try to get us to buy a car we can’t afford, pitch ethically questionable extended warranties, and seem to hover over us in certain stores.  Throw in the … Read More

How Do You Scale Sales at a Startup?

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Startup Valuation Curve

Scaling Sales at a startup is a three step process: Prove product/market fit by achieving founder-led sales and proving that someone will pay, Hire a Pathfinder salesperson whose role is to develop a predictable, repeatable, scalable, profitable Sales process (a.k.a. a Playbook), Build out the Sales organisation to implement the Playbook at scale. Note: your Sales leader for this stage … Read More

When Should I Hire My First Sales Rep?

Steve LudwigValue Creation JourneyLeave a Comment

image showing "we are hiring"

You’ve successfully built and launched your product and made some initial sales. You’re probably like most Founders and looking forward to getting out of the Sales front line and wondering when you should hire your first Sales rep. If that’s you, then you’ve already passed two of the three major milestones to hiring your first Sales rep: Established product/market fit … Read More

To AI or Not AI? That is the Question

Steve LudwigHiring ChallengesLeave a Comment

The letters Ai representing Artificial Intelligence.

The world is impersonal enough, we don’t want some algorithm to reject a resumé because HR was too busy to look at your unique set of experiences and background. Techniques such as scanning for keywords or, worse, employment gaps and arbitrarily excluding candidates based on those gaps can lead to employers missing out on great candidates and is potentially discriminatory. … Read More

Assessing and Selecting Candidates Without Bias

Steve LudwigHiring ChallengesLeave a Comment

woman playing violin

Our last blog post talked about how important it is to remove bias from job descriptions to ensure you have access to the largest talent pool possible. Excellent first step, now how do you remove bias from the application process, so you don’t get in your own way when hiring?  To do this, we need to find ways to reduce … Read More

Don’t Let Your Job Post Exclude the Best Candidates

Steve LudwigHiring ChallengesLeave a Comment

Sign stating Restricted Area

Here at The Right Five, we are committed to ensuring the first sales hire B2B tech founders make has the right skills and attitudes. We do this using proprietary technology that delivers the Pathfinder sales candidates (those with the requisite skills and mental framework) proven to be successful in this first sales hire role.   However, if the job description … Read More

Keeping the Talent

Steve LudwigHiring ChallengesLeave a Comment

this must be the place

We all know that good talent is in high demand. As the founder of your firm, you’ve launched your product or service, shared a vision of the company painting a picture of what the team can accomplish together, and have attracted the talent needed to build the organization.    Once you have the talent, including your Pathfinder salesperson, now how … Read More

Panning for Pathfinder Gold

Steve LudwigHiring ChallengesLeave a Comment

Panning for Pathfinder Gold

It has been called the “Great Resignation.”  People are quitting their jobs in record numbers. The lockdowns and forced remote work during COVID-19 gave people a chance to see work differently. Many realized they wanted a combination of something more fulfilling, better paying, with greater flexibility, or all three. That means there is an even greater scramble among established companies … Read More

The Challenge of Bootstrapped Sales

Steve LudwigPathfinder SalesLeave a Comment

finding a path through the woods

It’s a common problem, yet it seems one that has yet to be solved—getting the first sales hire right in a B2B bootstrapped startup.   In the years we have worked in the startup space, the entrepreneurs that we have interviewed, and from all the literature bemoaning the subject, Sales continues to be a huge priority and a huge miss.  … Read More

Getting Your First Sales Hire Right

Steve LudwigPathfinder SalesLeave a Comment

Many people making up the number five

It’s one of the most important decisions you can make for your B2B bootstrapped startup.  Most company founders wish they had done it differently.  It’s an exciting time when you are a bootstrapped entrepreneur and your company has grown to a point where you need to hire your first salesperson.  The natural inclination is to hire the person with the … Read More